Velocity EngineExecution Game
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
A complex B2B purchase is decided by multiple stakeholders, each running their own threat-detection and reward-anticipation on the deal. A pursuit plan that maps each stakeholder's specific concerns and decision criteria calms individual worries and gives the group a shared win to anticipate — accelerating coalition formation.
From the research
The thinking behind this lab, published in full: