DrupalCon Vienna 2017: Is Selling Drupal an Art or a Science?

This talk covers the foundations of selling and the importance of influence in a Drupal organization. Michel van Velde discusses various influence techniques rooted in psychological principles that shape human behavior, such as reciprocation, consistency, social proof, liking, authority, and scarcity. He shares personal experiences of building an account team and transforming his agency into a global presence, while also explaining the differences between sales and account management. The session delves into the necessity of effective CRM systems, funnel management, and marketing strategies tailored for product and service selling.