Siew Etaine, Sales Force Effectiveness Manager - Merck Sharp & Dohme, Malaysia

Keith was able to engage with participants. There was good group work and time management. Kexxel Group’s follow ups were very good.


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Major Account Penetration


Major Account Penetration
Major Account Penetration
08 October 2020
Virtual Instructor-Led Training (VILT) -
In House Training , Management , Sales and Marketing , Leadership , Corporate Training


4 Part Sales Series:

Drive and Dictate the Pace of Your Sales Cycle with

Internationally Leading B2B Sales Trainer & Amazon's Bestselling Author

Joe Morone
Joe Morone

Co-Founder & Lead Sales Trainer for Worldleader's Smart Sales Institute
Co-Author for Amazon's 5-star rated book, "The Smart Sales Method for B2B Sales Team"
Clients include Xerox, General Motors, Ford & Boeing

With over 30 years of proven track record in growing sales and sales teams, Joe has collaborated with more than 300 organizations to better differentiate, win more sales, and realize new growth.

As the co-founder of Worldleaders Inc., Joe acts as the lead sales trainer to help sales leaders craft a growth-oriented sales strategy and improve their overall sales results by 45%; improve their close rates to 70%, and reduce sales cycle time by up to 6 months.

Joe has led, hired and trained Vice Presidents of Sales, Vice Presidents of National Practices and Director of Sales to win major contracts ranging from USD5,000,000 to USD150,000,000 in sales for global clients such as Fedex, Boeing, Manulife and more. 


“…This was a perfect fit for us as we continue to implement our aggressive growth strategy."
– Mark Shaw, President, Forge Metal Finishing

“…Our sales cycle has shortened from 6 months to 3 weeks on average and we are driving the sales cycle instead of allowing the prospect to dictate the pace.”
– Eric Posa, Vice President Operations, Copeland Technology Solutions

“Great sales training! We have worked with Worldleaders for more than 5 years, and continue to train our sales teams with them.”
– Sergio Ruffolo, Owner and COO, JR Language Translation Services

“… Not only have they helped me become a top performing sales professional, they have helped me hire and train other top performing sales professionals. Hands down the most professional and effective organization I have ever had the pleasure of working with.”
– John Francisco, Sales Manager at Xigent Automation Systems

Why Choose Kexxel's VILT Courses

NOT a Webinar!
Join our live, virtual courses enriched with a diverse range of interactive activities, such as action plans, group discussions, breakout sessions, exercises, case studies, and more.

Course Materials
An advantageous combination of presentation slides and downloadable workbooks are provided to participants prior to classes for a more holistic learning experience.

Pre-Course Questionnaires
Our instructors will understand the specific needs and requirements of each individual participant, by allowing attendees to review and highlight topics of importance prior to the course.

Private, In-house Sessions
Upon request for organizations seeking a more customised learning for their employees.

Post-event Follow up
Learning doesn’t stop at the close of the window screen! We'll do a post event follow up on a quarterly basis. This is an exclusive, invitation-only access for participants that have attended courses under an instructor in that quarter.

Course Outline

Positioning Yourself as a Strategic Business Advisor to Key Accounts

This course will cover Major Account Penetration (MAP) that teaches sales teams how to maintain and grow their company’s existing accounts, along with increasing the total lifetime value. Joe will equip you and your team with the knowledge, templates, and plan for growing a list of key accounts quarter after quarter. At the end of the course, each participant will have an account penetration plan for their key accounts driven from the five account management strategies.
What you will learn:
  • How to schedule and conduct planned account review sessions
  • ’Up-sell’ to higher level decision makers, ’cross-sell’ to adjacent business units and ’down-sell’ to procurement organisations
  • Position the organisation for new sales opportunities
  • Protect your accounts from competitive threats
Module 1: Selecting Your Account or Business Unit
Module 2: Creating Your Vision for The Account
Module 3: Finding the Right Client Stakeholderes (BUF)
Module 4: Selecting Your Pursuing Strategies
Module 5: Establishing Your 30-Day Plan
Module 6: Establishing Quarterly & Semi Annual Reviews


Virtual Instructor-Led Training (VILT)