At Workhabit, we've been selling Drupal for more than seven years, to some of the largest organizations in the world. We're going to cover the inside tips that Drupal organizations really need to know to build a sales organization that works, how to structure it, how to track success, and hopefully start a conversation about how Drupal can come up for more at-bats, and win more projects from it's competitors.

Drupal is a complicated sale, and there are a lot of techniques that can be used successfully. But Drupal sales was never like traditional software and communicating features and benefits — it's about helping customers create value as customers help you to define it. We're going to show you what we're learned about how to do this successfully.

How to sell Drupal to large companies.

• Building relationships.
• Establishing value with Drupal. How do you establish your value proposition, and how do you distinguish yourself from competitors. Seems simple right, but you'll be astonished by how hard it is to answer this question well with a Drupal agency.
• Selling processes and organization structures, wants and needs, vitamins and painkillers.
• Bundling and the importance of whole product, customer created value, and the "new sales" techniques.
• How to drive a story, and how UX and design work with the sales process and sales teams.
• The totally underrated role of a sales engineer.

How to run a Drupal sales team.

• How to run a pipeline. What to track and how to track it.
• How to map an ecosystem, and build your own hit list.
• Who do you hire, and how do you hire them?
• Thresholds: How do you structure your bids, and when do you invest in proposals.
• How to set up a comp schedule, and reward top performers.
• How to integrate your dev and sales teams so that projects rock socks.

I would be happy to combine this talk with others, if there is interest and it would be of better service to the community.