Velocity Engine · Execution Game · P3.11
Key Account Pursuit
The Goal
Engineer one proactive pursuit plan for a strategic account — moving from reactive RFP-response to designed access, sequenced proof, and orchestrated buying-committee movement.
Ideal For
Enterprise sales teams chasing transformational accounts; account executives shifting from transactional to strategic pursuits; sales leaders installing pursuit discipline across the team. Pairs naturally with the Customer Empathy Map and Relationship Mapping canvases.
The Shift
From wait for inbound, respond to RFPs to design the access, sequence the proof, orchestrate the committee.
The Neuroscience
Complex B2B buying decisions activate multiple stakeholder brains simultaneously — each with its own threat-detection (amygdala) and reward-anticipation (ventral striatum) loops. A pursuit plan that maps each stakeholder's specific concerns and decision criteria creates differentiated value propositions that calm individual threat responses and trigger collective reward anticipation, accelerating coalition formation.