Ryan Schertzer Ryan Schertzer
Ryan joined Seal Software in May 2017 after nearly 14 years of following the same IP through mergers, acquisitions and divestitures that took him from Aelita Software to Quest Software to Dell to Quest and finally to One Identity. In that time he served in various sales leadership roles in the US and EMEA. His deep expertise is in weaponizing inside sales teams for maximum effectiveness. Previously, Ryan also served as WW VP of Sales for Netwrix. At Seal, Ryan is responsible for the Business Development organization, which is a fancy way of saying make sure every person on earth that is responsible for a contract knows who Seal is, what we do and how it can change their life.

How to Get Us to Stop Calling and Emailing You

Ryan Schertzer | Dec 06, 2017

I’m a salesperson. Worse yet, I’m a sales manager. And even I hate getting emails and phone calls from sales people. They’re unrelenting and incessantly positive. They all want to hock their wares and convince me that I desperately need what they have to offer. Some of them are right, many are not.

In an effort to bring some sanity to your life, I thought I’d provide a quick guide for those of you who’d like to know how to get sales people to quit contacting you. For this to happen, you only need to do a couple of basic things.

First, you have to respond. I’m sorry to tell you, but sales people (or at least good, self-respecting sales people) will NOT give up until you respond. Simply ignoring us only encourages them. You’re likely thinking that by not responding you have indicated your disinterest, but that is rarely the case.

And for some sales people even hearing “I’m not interested,” is not enough to dissuade them.  They think that is code for “try harder.”

What they really hear you saying is that you either don’t know what they do or you don’t understand what they do.

At Seal, my team works within these nuances. We will not press unreasonably and we certainly respect the privacy and time of the people we call. However, we are passionate about what we do and we do feel it our duty to ensure our proposition is well explained.

Allow me to enlighten you. What follows is a brief overview of just what it is we’d like to say to you before you say you’re not interested. Once you’ve internalized the power of this technology, I have a feeling that you’ll want to hear more. But let’s not get ahead of ourselves. Instead, let’s start at the beginning.

Seal Software provides industry-leading contract discovery and analytics for some of the largest companies in the world. Let’s define some of the things in that statement that don’t often get defined.

Industry-leading – Seal literally created this space. For the last 7 years, Seal has been substantially ahead of traditional vendors and newcomers alike. We’ve introduced patented technology that has ushered in a new era of artificial intelligence and machine learning into areas that had never considered using it before. That’s what we mean by industry-leading.

Contract Discovery – Here’s where we take that industry-leading tech and put it to use. We start by scanning your entire network to locate all your contracts. We’ll look in network shares, SharePoint sites, cloud apps, desktops (and any other place you have) to find the contracts. Then we make a copy and put it in a centralized repository and start classifying documents as contracts, determining what type of contract it is, and if it has been executed. That allows us to begin building a taxonomy for later use.

Analytics – Now it starts to get really interesting. Once we have all the contracts in one place then you can start to mine the contracts for valuable information relating to risk, obligations, opportunities and more. We have more than 50 pre-built extraction policies that let you look across and into your contracts for typical clauses like termination, indemnity, limitation of liability and most favored nations, among others. You can also build custom extraction policies to search for anything you need.

Imagine a scenario in which a breach has occurred. You receive a panicked call from your CEO asking what the notification period is in your contracts. And let’s assume that the answer can’t be – give me 3 months, an LPO and some extra cash and I’ll let you know. How would you answer that question?

Or how about this… Your contracts say that you're supposed to be paying your vendor at Net 45 and getting a 5% discount once it hits the volume threshold.

Two questions:

1. Do you know if that's actually happening?

2. How would you even find out?

If you’re like most people you’re nodding your head in affirmation because those are good questions. At the moment, questions without good answers. But I digress…

Largest companies in the world – When we say that, we mean it. We helped Aetna look at contracts in advance of a merger and continued after that event. We have helped DocuSign find revenue opportunities in the millions of dollars. We’ve helped countless others, including: Dropbox, Humana, PayPal, Deloitte, Aldermore, Salesforce, Experian, Schlumberger and Kaiser Permanente, to name a few.

Some of these companies realized millions in savings. Others found more millions in revenue. Others still were simply able to sleep better at night knowing they were going to pass their next audit and become compliant or respond to critical events in the time necessary.

So that’s what we do – or at least some of what we do. Neat, huh? We think so, too. That’s why we don’t typically give up so easily. It’s why we keep calling and emailing, because we believe we can help. We’ve done it so many times for so many companies in ways they’d not considered before.

You’re conditioned to loathe sales people. I understand, I do! But we’re not like them. And here’s where the rubber meets the road. Once people really get their heads around what we do, they don’t ask us to stop calling. They ask us to start. They want to know more. Because whether you’re a legal professional, procurement whiz, IT guru or anyone else who lives the everyday challenges associated with contracts, Seal is solving real-world problems with industry-leading technology for some of the largest companies in the world and we’re at the ready to do it for you.

Now you know what you need to do to get a sales person to stop calling. However, if you’re like so many other industry giants, your next step isn’t to ignore me or unsubscribe. Innovators and disruptors alike recognize revolutionary technology when they see it and jump at the opportunity to better understand how it can benefit their organization. I’m here to take that call at your convenience.