Strategic Account Exploration

Our modular approach to strategic account planning enables teams to deeply understand customer needs, align on goals, and uncover new revenue opportunities. Through hands-on, collaborative modelling, participants can visualise complex customer relationships, identify key priorities, and explore innovative solutions tailored to client challenges.

Unlocking Strategic Account Growth with LEGO® SERIOUS PLAY® and the MEDDIC Framework

LEGO® SERIOUS PLAY® provides a dynamic, hands-on approach for sales teams to explore strategic accounts through collaborative problem-solving and visual storytelling. By combining this method with the MEDDIC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion), teams can map customer environments more immersively — bringing customer challenges, stakeholders, and decision-making dynamics to life.

This approach builds deeper customer empathy, aligning the team around the customer’s pain points and value drivers. Teams can then model stakeholder influence strategies, identifying Champions, economic buyers, and the path to decision-making. The combination of MEDDIC and LEGO® SERIOUS PLAY® helps uncover hidden opportunities, increase pipeline coverage, and drive greater qualification discipline—ultimately leading to more identified opportunities and increased revenue growth.

Outcomes

  • Customer-centric opportunity Identification: Build a shared understanding of the customer’s pain points, success metrics, and decision-making landscape, uncovering new opportunities aligned with what matters most to the customer.

  • Stakeholder Influence Mapping visualises the power and influence dynamics within the customer’s organisation, helping teams identify Champions, economic buyers, and blockers to develop more targeted influence strategies.

  • Team Alignment and Collaboration – Create a unified account strategy by bringing cross-functional sales teams together to co-create plans in an open, collaborative environment – breaking down silos and surfacing diverse perspectives.

  • Stronger Qualification and Pipeline Velocity – Enabling more rigorous qualification, sharper opportunity prioritisation, and faster progression through the sales cycle.

Key Details

  • Duration: 4 -8 hours

  • Participants: 6–12 people

What Participants Say

"I believe that if we do not run every strategic account through this process, it would be a missed opportunity. Account teams must develop the skills to plan and manage resources across the broader organization to optimize and deliver quickly.”

— Global Vice President of Subscriptions Portfolio - Sales

"For our high-potential accounts, LEGO® SERIOUS PLAY® helped us gain fresh insights into customer priorities, uncover hidden opportunities, and sharpen our stakeholder engagement strategy — accelerating pipeline growth and maximising value."

— Director Strategic Pursuits EMEA