The Buy Side: What's happening when a deal is in legal?

This topic was brought to my attention by John Sherer, a VP of Sales in Boston and a former colleague at HubSpot. John asked me about the situation when a deal is in the legal process and what happens during this time.

What happens during the legal process?

As a salesperson myself, I understand the frustration that comes with a deal being in the legal process. It can take a long time to be completed, and the time frame can vary from a few weeks to several months with little visibility into what is actually happening.

Legal priorities

I explain that the legal department of a company prioritizes sales contracts that will bring in revenue over contracts that cost the company money. This means that contracts for purchasing software are usually prioritized second and salespeople are in this category. This can make it difficult to get a deal through legal quickly.

Advice to salespeople

I caution against trying to create incentives for the company to speed up the legal process as it is unlikely to have an impact on the timing. Instead, I suggest salespeople ask questions about the queue and how many contracts are ahead of theirs. However, I also mention that it is better to spend time and energy on finding the next deal rather than trying to influence the timing of the current one.

The legal process can take time

In conclusion, I emphasize that the legal process in a software sale is a normal part of the process and can take some time. I advise salespeople to focus on finding the next deal instead of trying to influence the timing of the current one.

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