Accentec Technologies is a technology company that offers IoT solutions and ecosystems including smart input devices, software as a service, and AI to enhance customer productivity and profits. As a salesperson, key responsibilities include understanding products and services, representing the company professionally, and driving sales through customer outreach. The sales process involves prospecting, planning calls, meeting with customers, following up, documenting interactions, presenting solutions, and securing deals. The goal is to provide institutions with innovative technology to digitize their operations and work more efficiently.

1. Sales Training
Presented by Volkmar Kunerth,
Accentec Technologies LLC

2. Company overview
Job responsibilities
Company message
Processes
Products

3. Job responsibilities
• Understand our products and services.
• Understand the value and value proposition
of our products
• Understand how to prospect customers
• Drive sales of your products and services
by reaching out to verticals
• Represent the company to the marketplace
in a professional manner.

4. Company message
Who are we?
 Broadly speaking we are technology company that offers
IoT solutions in different verticals. We provide
ecosystems that include smart input devices, software as
a service IoI and AI to enhance our customers
productivity and bottom line.
What are our core values?
 Honesty, integrity and dependability
What do we do?
 We sell hardware, software and implementation services.
What do we bring to the table?
 Our value proposition is to provide institutions with state
of the art technology to digitalize their work and become
more efficient.

5. Sales process
• Prospecting and lead generation
• Planning sales calls
• Meetings
• Postcall follow-up
• Documentation
• Presentation
• Sign-off

6. Prospecting and lead generation
Identify current customer base.
Identify and rank prospects.
Schedule sales calls.

7. Planning sales calls
• Research prospect company.
• Identify audience.
• Define presales support
• Plan meeting agenda.
• Call and confirm meeting ahead of time.

8. Meetings
• Make introductions.
• Define and then confirm prospect’s
objectives.
• Define your objectives.
• Review business need.
• Identify contributing factors.
• Present possible solutions.
• Reach consensus
(fit, no fit, investigate further).

9. Postcall follow-up
Send summary e-mail message or letter
to prospect, and then follow up with a
phone call.
 Thank prospect for meeting.
 Recap meeting.
 Review agreed-upon next steps.
 State future intentions.
Notify appropriate internal resources (for example,
engineer) for next-step assistance.
Update account file or system.
Update pipeline account data.

10. Documentation
• Documents will be given to you

11. Presentation
Deliver final documents.
Present proposal.
Request the sale.

12. Sign-off
Sign documents.
Close the sale.