The foundation of selling is influence. The activities that a sales person in your Drupal organization engages in are done for the purpose of more capably influencing prospects. For example pre-call planning, discovering prospect needs, presenting product or service and closing the sale. Michel van Velde walks you through influence techniques based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

In this talk Michel van Velde shares personal stories and how he build an account team and build his agency from behind a dinner table into a global agency. During the talk he explain the difference between sales and account, types of salespeople, explains the necessity of a good CRM systems, funnel management and different marketing strategies for product and service selling.