“If you hit your customer with unfriendly contract terms late in the sales process, you risk negotiation delays and lost deals.”
The reality is simple: deals don’t just get won in discovery calls and demos. They are won, or lost, during contracting. The best salespeople don’t wait for Legal to solve contract problems – instead, they proactively remove friction long before contracts reach the negotiation stage.
Our founder, David Tollen, highlighted this challenge – and how to train sales professionals to meet it – at SellingPower’s June 2026 Revenue Acceleration Summit, part of its Sales Conference 3.0 series.
Free Resource: Session Recording on YouTube
We invite you to check out an excerpt from the recording of his session, Avoiding Contract Sticker Shock: User-Friendly Tips For Salespeople, free on our YouTube channel here. (Don’t miss the recorded Q&A near the end!)
Also now on YouTube – A growing playlist of videos tailored to tech salespeople.
More Resources
Tech Contracts Academy offers other resources for tech sales professionals, including:
1. Article: Contract Sticker Shock: It Isn’t Just About Price. (Spoiler Alert: It’s Also Your Contract Terms).
In this article (available free on our website), David identified five steps that will help sales professionals treat the contract as an integral part of the sale (not all someone else’s problem).
2. Training: To take your learning further, we offer Tech Contracts for Salespeople: Closing Deals of SaaS, AI, and Other Software and Technology.
In this c. 3+ hour recorded training, learn how to anticipate and address customers’ issues with vendor contract terms – and reduce friction in closing deals. Lessons include:
- Why Indemnities Jam Up Deals and What to Do
- Contracts as Deal-Closers. (A portion of this lesson is available on our YouTube channel. And you can preview the full lesson (also free) at the course’s sales page.)
- Selling your SLA
- Selling Gen-AI: Special Rights and Restrictions
- Agile and Other ‘TBD Deliverables’ Projects
More information (and enrollment) is available here: https://courses.techcontracts.com/p/tech-contracts-salespeople-purchase
[Tech Contracts Academy®, LLC is not a law firm and does not provide legal services. Its publications and courses are for general, informational purposes only. They are not to be considered and do not provide legal advice. Access is subject to Terms of Use and Privacy Policies. Course details are subject to change. No CLE for Salespeople course.]