About this course


Sales professionals don’t need to become lawyers — but they do need to understand how contracts work. Tech Contracts for Salespeople gives you and your team the tools to “sell the contract” — to explain, negotiate, and close confidently, without escalating every issue to Legal. And it’s all in simple, clear, user-friendly English.

In 3.5 hours, this focused, practical course covers the issues salespeople face every day in technology deals, including:

  • How and when to head off trouble over terms like indemnities, liability limits, data terms, and IP rights
  • How to position your company’s terms as reasonable and market-standard
  • How to spot red flags in customer paper and take action early
  • How to work smoothly with Legal and keep the deal moving
  • How to avoid last-minute battles over legal terms
  • And how to protect your company while closing faster

Taught by David W. Tollen, author of The Tech Contracts Handbook, founder of Tech Contracts Academy and well-known for making complex stuff simple.

Who should attend:
Salespeople at every level of experience, along with sales executives, account managers, business development professionals, and others involved in negotiating technology deals — whether SaaS, software licenses, professional services, or AI solutions.


Enroll and receive access for 100 days.

Length: c. 3 1/2 hours

Recorded Dec. 2025


Great program by one who is highly recognized not only as a subject matter expert but also one who is effective in organizing material in a way that is optimized for knowledge transfer to trainees.
  • Former Prime Clauses student

Curriculum


  A. SELLING YOUR CONTRACT: THE BASICS
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  B. SOFTWARE AND SERVICES TERMS IN GENERAL
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  C. KEY LIABILITY TERMS (a.k.a. DEAL-BLOCKERS)
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You can generate an individual certificate when you complete the course. (No continuing legal education credit.)

This was easily the most helpful, on-point and productive training I’ve received … Really fantastic to get a deep dive on these issues and have questions answered by an expert. Would recommend to anyone. 
  • Former Tech Contracts Master Class student

This course is closed for enrollment.

For information about tax (and the potential to request a refund from Teachable if you are tax-exempt) please see articles from Teachable here: US - https://support.teachable.com/en/articles/11682573-united-states-sales-tax-and-teachable; EU/UK - https://support.teachable.com/en/articles/11682574-european-union-united-kingdom-vat-on-teachable. For more information, please contact us prior to purchase at info@techcontracts.com.


Tech Contracts Master Class Series

Interested in taking Tech Contracts Master Classes? Our 4-course series comes with a volume discount (compared to purchasing the courses individually).

The Tech Contracts Master Class™ 4-Course Series

All the key terms in AI, cloud, and other IT contracts: all 4 courses in one discounted purchase

Courses: 4

$1,699

Your Instructor


David W. Tollen is one of the industry’s leading authorities on software contracts, including agreements about artificial intelligence, as well as SaaS and other forms of cloud computing. He is a sought-after speaker, and he’s been widely recognized for making complex topics easy to understand and engaging.

David is an attorney, the founder of Tech Contracts Academy, and the author of The Tech Contracts Handbook, a perennial bestseller from the American Bar Association. His experience includes teaching IT contracts at UC Berkeley Law School and work and testimony as an expert witness, as well as service as General Counsel of a publicly traded software company and as VP of Business Development for a tech startup. He began his career at Morrison & Foerster, a global law firm, and ultimately founded Sycamore Legal, PC, a boutique law firm focused on IT contracts. David's clients have ranged from Silicon Valley startups to some of the most influential companies in the world.


David graduated with honors from Harvard Law School and has degrees from Cambridge University in England and U.C. Berkeley.


David's teaching style is informal and fun. He focuses on the business issues at stake in IT contracts.

For Tech Contracts Academy's refund policy, click here. (This overrides Teachable's standard refund policy.)