5 Legal Tech Sales Challenges & Their Solutions

Overcome legal tech challenges with sales outsourcing experts. Drive growth, adapt to changing tech, and gain legal teams' trust.
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Legal tech sales represent a crucial nexus where the complex world of law intersects with the dynamic realm of technology. Legal technology, or legal tech, is revolutionizing how legal professionals operate, offering innovative tools to improve efficiency, simplify workflows, and meet the unique demands of the legal field.

Legal tech sales teams facilitate this transformation by bridging the gap between technology and legal practice.

As legal professionals seek ways to optimize their operations, manage cases more effectively, and navigate the ever-changing legal landscape, legal tech sales professionals play a pivotal role in offering solutions that align with the specific needs and challenges of the legal industry.

In this blog, we will explore the dynamic world of legal tech sales, and how outsourced SDRs help legal tech companies with more efficient and effective legal services.

What are Legal Tech Sales?

Legal tech sales, short for legal technology sales, refers to the process of selling software, solutions, and technology services specifically designed for the legal industry.

Legal tech, or legal technology, contains a wide range of products and services that use technology to improve the efficiency, productivity, and effectiveness of legal professionals and organizations.

Legal tech sales professionals work to promote and sell these specialized software and services to law firms, legal departments, individual lawyers, and other legal professionals.

The products and services they sell may include:

  1. Legal Practice Management Software: These systems help law firms manage cases, clients, billing, and other operational aspects more efficiently.

  2. Document Management Solutions: Legal tech salespeople may offer software for document creation, management, and e-discovery, helping legal professionals organize and access legal documents and data effectively.

  3. E-Discovery Software: This software assists in identifying, preserving, and reviewing electronic data for legal cases and investigations.

  4. Contract Management Software: Sales professionals in legal tech might promote contract management systems that streamline the creation, negotiation, and management of legal contracts.

  5. Regulatory Compliance Software: These solutions help law firms and legal departments stay compliant with ever-evolving legal regulations and standards.

  6. Legal Research Tools: Legal tech sales can involve selling databases and research tools that provide legal professionals with access to case law, statutes, regulations, and other legal resources.

Legal Tech Sales Setbacks

Reducing Legal Disputes with SaaS

In the world of legal tech, one pressing is to showcase how their software can significantly contribute to minimizing legal disputes.

This is not just about offering another tool in an already crowded market but demonstrating how their solutions can revolutionize the way legal professionals work, ultimately leading to fewer courtroom battles and legal conflicts.

Legal disputes are not only costly but also time-consuming. Clients are constantly seeking ways to reduce these burdens, and that's where SaaS comes into play. The challenge here is for sales teams to effectively convey how their software can enhance legal operations, streamline complex workflows, and, most importantly, prevent disputes from arising in the first place.

To overcome this challenge, SDRs must illustrate how their platforms bolster compliance, risk management, and regulatory adherence. Using data analytics and automation, these solutions can proactively identify potential legal issues, allowing professionals to address them before they escalate into full-blown disputes.

This not only saves valuable time and resources but also keeps clients out of the courtroom, which is often the ultimate goal.

Reducing legal disputes with SaaS is about more than just providing a tool; it's about transforming how legal professionals approach their work. SaaS sales teams must show that their product is not only a cost-effective investment but a strategic move towards a more efficient and dispute-free future in the legal industry.

Customization vs. Out-of-the-Box Dilemma

The "Customization vs. Out-of-the-Box Dilemma" is a crucial consideration because it directly impacts how well the software aligns with a law firm or legal department's specific needs and workflows.

Customization allows for tailoring the software to meet unique requirements, ensuring it perfectly fits the organization's existing processes. However, it can be time-consuming and costly.

On the other hand, out-of-the-box solutions offer quick implementation and are often more cost-effective. They come pre-configured with standard features and workflows, making them a convenient choice. However, they may not fully address an organization's unique needs and may require legal professionals to adjust their processes to fit the software's capabilities.

Sales teams grappling with this dilemma must effectively communicate the pros and cons of both approaches. They need to understand their clients' specific needs, workflows, and future goals to recommend the most suitable option.

It's not a one-size-fits-all situation, and the challenge is to strike the right balance between customization and out-of-the-box convenience to ensure the software aligns seamlessly with a company's objectives while also being practical in terms of time and cost.

Getting Legal Teams on Board

Legal professionals often have a reputation for being conservative and cautious, which can lead to sales objections when it comes to adopting new technologies. Many lawyers have been using traditional methods for years and may be reluctant to change their established routines. They need to be convinced that the benefits of the SaaS solution outweigh any potential disruptions.

The challenge for sales teams is to effectively communicate the advantages of the SaaS platform in terms that resonate with legal professionals. This requires demonstrating how the software can streamline their work, increase efficiency, improve accuracy, and ultimately lead to better outcomes for themselves and their clients.

It's about showing how the technology is not a hindrance but a valuable tool that complements their legal expertise.

Building trust and providing a seamless onboarding process are essential. Legal tech SaaS providers must offer comprehensive training, ongoing support, and reassurance regarding data security and compliance.

Sales teams should engage with legal professionals to understand their specific pain points and tailor their solutions to address these concerns.

Seamless Tool Integration

This challenge is particularly crucial for legal professionals who rely on various software applications to manage their work effectively.

Legal tech SaaS providers face the duty of convincing potential clients that their solutions won't disrupt or complicate existing workflows. Instead, they need to showcase how their SaaS platforms can harmoniously integrate with the existing tools, creating a cohesive and efficient tech ecosystem.

This challenge involves understanding an organization's unique tech stack, identifying compatibility issues, and providing tailored solutions to ensure the SaaS product seamlessly fits within the existing infrastructure.

Sales teams must emphasize how integration will enhance productivity and data consistency, rather than causing inconvenience or conflicts between different tools.

This challenge emphasizes the importance of having a versatile and adaptable SaaS product, as well as a knowledgeable sales team capable of addressing potential roadblocks. BDRs should work closely with IT departments and legal tech teams to devise strategies for smooth implementation and ongoing support to ensure that legal professionals experience a seamless transition when adopting the SaaS platform.

Ultimately, achieving seamless tool integration is not just a technical consideration; it's about enhancing the user experience and empowering legal professionals to work more effectively and efficiently by leveraging the strengths of both the SaaS solution and their existing toolset.

Sales teams play a crucial role in making this happen by effectively addressing integration concerns and showcasing the value of a well-integrated tech environment for legal practices.

Adapting to Changing Legal Tech

Legal professionals continually pursue the latest technologies and strategies to stay competitive, comply with evolving regulations, and deliver improved client services. As a result, SaaS providers must be adept at staying ahead of the curve and adapting their products to align with the latest trends and legal tech innovations.

This challenge requires sales teams to communicate the flexibility and scalability of their SaaS solutions. They should demonstrate their ability to quickly respond to changes in the legal tech landscape, whether incorporating new features, accommodating shifts in compliance requirements, or integrating with emerging tools and platforms.

Adapting to changing legal tech also emphasizes the importance of providing ongoing education and support for clients.

SaaS providers should keep their clients informed about updates, best practices, and any potential challenges that may arise due to evolving legal tech standards.

To overcome this challenge, sales teams should continuously research, innovate, and evolve their SaaS solutions.

This adaptability is crucial in securing long-term relationships with legal professionals and helping them stay at the forefront of technological advancements in their industry.

How Sales Outsourcing Helps Legal Tech Companies Increase Sales

Sales outsourcing offers significant advantages to legal tech companies striving to increase their sales.

One of the key benefits of sales outsourcing for legal tech companies is access to specialized sales expertise. Legal tech is a niche field, requiring in-depth knowledge of both the legal industry and the intricacies of technology.

Sales professionals within outsourcing firms often have extensive experience in navigating the legal tech landscape, making them well-equipped to understand the specific needs and concerns of legal professionals. This expertise is invaluable for building trust and effectively closing deals.

Sales outsourcing also enables a consultative approach, enabling legal tech companies to overcome legal tech sales challenges. Outsourced sales professionals have the skills to identify the pain points of potential clients and customize the value proposition of the SaaS product accordingly.

Gaining the trust of legal teams can be a significant burden in the legal tech industry, but sales outsourcing excels at relationship-building. Outsourced sales teams are expert in SaaS sales and understand how to effectively communicate with legal professionals, serving as intermediaries between the legal tech company and the legal teams.

Additionally, sales outsourcing providers are adept at helping legal tech companies address the challenge of seamless tool integration. They work closely with clients to ensure that the SaaS solution integrates seamlessly with the client's existing technology stack.

Lastly, the challenge of adapting to changing technology is ongoing. Sales outsourcing providers have access to a network of experts and a diverse talent pool, allowing legal tech companies to remain current with the latest legal tech trends and innovations.


It's no secret that legal tech companies face unique sales challenges. In order for you to maximize your sales efforts and reach your goals, it's important to be aware of the common challenges and equip yourself with the right tools and knowledge to overcome them.

Fortunately, there are a number of solutions you can use to navigate these roadblocks including leveraging expert outsourced SDRs for added support, with niche expertise, and knowledge in the SaaS industry, which generates qualified and on-target leads.

All of these solutions will help to power up your sales development, which in turn will drive success for your legal tech company. So, if you're looking for the best-outsourced SDRs available, look no further than SalesPipe.

Our dedicated team is committed to providing customers like you with experienced SDRs that improve business goals, leading to extensive growth.

Get in touch today to start optimizing your sales development!
Post by Lucy Zorrilla.
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