AI Legal Tools Selling to the General Counsel — 60-Min Training

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer > **AI Legal Tools Selling to the General Counsel** is a 60-minute training for AEs running $50K–$2M ACV cycles against **Harvey, Thomson Reuters CoCounsel, Spellbook, Robin AI, LexisNexis+ AI, Lexion, Hebbia, Klarity, Ironclad AI**. Qualify against **General Counsel + Head of Knowledge + IT**, run discovery on **hallucination rate + citation accuracy + domain coverage + lawyer productivity lift**. Built on **MEDDPICC**. --- ## Section 1 — Why AI Legal Selling Is Different (5 min) Hallucination = malpractice (Mata v. Avianca). Citation accuracy 99%+ mandatory. End with **Mark Roberge's** rule: *"Sell hallucination-free + citation-accurate + productivity lift."* --- ## Section 2 — The 60-Minute Discovery (15 min) > 1. **Opening (3 min):** "Current legal workflow + AI tooling?" > 2. **Domain coverage needs (10 min):** "Litigation, M&A, IP, regulatory, contracts?" > 3. **Hallucination tolerance (10 min):** "<1% best-in-class." > 4. **Citation accuracy bar (10 min):** "99%+ mandatory." > 5. **Productivity lift target (8 min):** "15–40% hours saved." > 6. **IT integration (7 min):** "Document management system fit?" > 7. **Renewal posture (5 min):** "Existing contracts?" ```mermaid flowchart TD A[AE Discovery] --> B[Pre-Brief] B --> C{GC + Knowledge + IT?} C -->|No| D[Reschedule] C -->|Yes| E[Domain + Hallucination 20 min] E --> F[Citation + Productivity 18 min] F --> G[IT + Renewal 12 min] G --> H[POC 7 Days] ``` --- ## Section 3 — The POC That Wins (15 min) Customer's real legal documents reviewed. Hallucination + citation audit. Lawyer productivity scorecard. --- ## Section 4 — Handling the Incumbent (10 min) **Hallucination wedge.** **Citation accuracy wedge.** **Domain depth wedge.** **Productivity wedge.** --- ## Section 5 — Pricing Conversation (10 min) Per-seat, multi-year discount, no procurement-only. ```mermaid flowchart TD A[Joint GC + Knowledge + IT] --> B[Per-Seat Proposal] B --> C{Discount?} C -->|Yes| D[MSA] D --> E{Procurement Solo?} E -->|Yes| F[Refuse] E -->|No| G[Joint Neg] F --> G G --> H[Onboarding 7 Days] H --> I[Productivity Tracking Month 1] I --> J[Quarterly GC Review] ``` --- ## Section 6 — Renewal Trap-Set Month 12 (5 min) Hallucination <1% sustained. Citation 99%+. Productivity 20%+ lift. Joint GC dashboard. --- ## FAQ **Harvey for biglaw?** Yes. **Thomson Reuters CoCounsel?** Yes — research-attached. **Spellbook for SMB?** Yes — contracts. **Citation accuracy how measured?** Random audit. **Productivity target?** 15–40%. ## Sources - Harvey — Reference - Thomson Reuters — CoCounsel Reference - Spellbook — Reference - Robin AI — Reference - LexisNexis — LexisNexis+ AI Reference - Lexion — Reference - Hebbia — Reference - Klarity — Reference - Ironclad — AI Reference - ABA — Mata v. Avianca

AI Legal Tools Selling to the General Counsel — 60-Min Training

Direct Answer

Section 1 — Why AI Legal Selling Is Different (5 min)

Section 2 — The 60-Minute Discovery (15 min)

Section 3 — The POC That Wins (15 min)

Section 4 — Handling the Incumbent (10 min)

Section 5 — Pricing Conversation (10 min)

Section 6 — Renewal Trap-Set Month 12 (5 min)

FAQ

Sources

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