[Video] The Scout Report – Episode 3: How Contracts Impact The Software Sales Process

If you’ve ever been in sales or have purchased business critical software, you know that the contract review process is a friction point and has a significant impact on the timeline to close a deal. 

After a successful negotiation, a sales executive is given the green light by the client and both parties are excited to move forward with the deal.  When the contract goes to legal review, the salesperson and the buyer champion lose control of the process, timing, and maybe even the ultimate outcome of the deal. 

Recently Peter Fatianow, co-founder and COO of TermScout, had a chance to speak with Andy Boyd – sales guru, advisor, investor, and serial entrepreneur – about how contracts impact sales and some innovative ways to smooth out that process. 

In this video, you’ll hear more about:

  1. Key elements of the sales process, how to simplify it and make it more effective
  2. Common mistakes entrepreneurs and salespeople make when it comes to contracts
  3. How contract negotiations impact the sales process
  4. Some of the worst things you can hear as a salesperson – and how to prevent them
  5. The importance of understanding the terms and conditions of your competitors – and how to use that information effectively
  6. How TermScout can help make the sales and deal closing process go smoothly, saving time and reducing risk

Watch The Scout Report – Episode 3 to learn how to make your sales process more streamlined and successful! 

Watch The Video 

The Scout Report Video – Episode 2

Summary

Assessing Risk in Click Through Agreements

In episode two of The Scout Report, host Otto Hanson, Founder and CEO of TermScout visits with guest Bill Mooz, Executive Director of the Institute for the Future of Law Practice. They discuss how to avoid playing Russian roulette with click through agreements. Services purchased from a low dollar contract can still have high associated risks. They analyze why the dollar threshold is not a safe threshold for making decisions regarding which contracts to review. Watch the video for best practices for making appropriate contract review swift and affordable. 

 

Run time: 11:19

The Scout Report Video – Episode 1

Summary

Otto Hanson, CEO of TermScout, hosts the show with guest Bill Mooz, Executive Director at The Institute for the Future of Law Practice. Otto and Bill discuss best practices for making the contract review process as efficient as possible and developing win-win scenarios for drafting terms and conditions. A contract serves as an operating manual for any business relationship and defines what each party needs and expects. There are circumstances when it benefits the buyer to work with the vendors’ pre-existing contract language. Watch the video to learn more.

 

Run time: 9:33

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