Doing Discovery Workshop-
Semi-Private

With Your GreatDemo! Learning Portal Access
 June 03-05 at 10am to 12pm ET & 2pm to 4pm ET
A LIVE, instructor-led Zoom workshop that teaches sales and presales professionals how to run disciplined discovery conversations that uncover real customer pain, quantify value, and drive stronger buying decisions.This also includes access to the learning portal, refresher course and certification.
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Overview

Doing Discovery Workshop-Semi-Private
With Your GreatDemo! Learning Portal Access 
| June 03 - 05, 2026

Learn how top sellers uncover real pain, quantify value, and win more deals by leading disciplined, buyer-focused discovery.

A Practical Workshop on How Top Sellers Uncover Real Value and Win More Business
Most sales teams do not lose deals because the product is weak. They lose because discovery is shallow, incomplete, or unfocused. When buyers cannot clearly articulate their problem, the impact of solving it, or the urgency to act, deals stall or end in no decision.

This workshop is designed to fix that.

FORMAT

Online instructor-led training + Online Learning Modules + Certification 

FIRST SESSION

10:00 a.m. – 12:00 p.m. ET (daily)

SECOND SESSION

2:00 p.m. – 4:00 p.m. ET (daily)

In this highly interactive, hands-on session, participants will learn how to perform disciplined, advanced discovery that expands opportunities, sharpens value, and differentiates their solution in competitive environments.

Participants will learn a clear, repeatable discovery methodology that top-performing sales and presales teams use to outflank competitors and guide buyers toward confident decisions

Who should attend

This workshop is designed for:

Sales

Sales professionals responsible for progressing and closing complex deals

Presales

Presales, solutions consultants, and sales engineers involved in discovery and demos

Sales Leaders

Sales leaders who want a consistent, high-quality discovery standard across teams

If your role requires you to uncover customer pain, articulate value, and guide buying decisions, this workshop is for you.

What you will learn

 Execute discovery using a structured framework rather than ad-hoc questioning
 Identify the six critical elements required to define a winning solution
 Use advanced questioning techniques to expose gaps, exceptions, and expansion opportunities
 Quantify business value by comparing current state to future state
 Reduce no-decision outcomes by establishing urgency, critical dates, and compelling impact
 Navigate complex buyer ecosystems to uncover hidden pain and additional use cases
 Transition the buyer’s vision from what they know today to what is possible with your solution

Download the Doing Discovery-
Curriculum Overview

WHAT YOU GET WITH THE WORKSHOP

Doing Discovery
Refresher + Certification On Your GreatDemo!

Along with the instructor-led training, participants also receive access to the Your GreatDemo! learning portal. Here you can revisit the Doing Discovery Refresher Course, take an assessment & get certified.

You will get access to the Refresher and Certification course after you complete the ILT (Instructor-Led Training).
Refresher Learning
Course Flow

Engaging Modules

Reinforce concepts through visual and audio learning

Videos & Podcasts

Access selected reads to deepen understanding

Curated
Articles

Review key ideas through guided slideshows

Learning Slideshows

Practical tools to help
apply the methodology

Downloadable Resources

Apply your learning and earn a shareable certificate.

Assessment & Certification

How the
Workshop Works

The workshop is built around real-world exercises, role plays, and working sessions that mirror actual sales conversations. Participants will practice each technique immediately, receive feedback, and apply the concepts to their own opportunities.

Participants leave with:

 A shared definition of what “great discovery” looks like
 Practical tools and documents, not just notes
 A disciplined approach to selling value, not features
 Techniques that immediately improve deal quality and forecast confidence

This workshop teaches how to think like the buyer, ask better questions, and lead discovery conversations that create clarity, urgency, and momentum.
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Facilitated By

Paul H. Pearce

As President of Great Demo! Americas, he helps sales and presales teams shorten cycles, increase win rates, and scale success through buyer-centric discovery and demos. Having led three global presales teams and coached thousands of professionals, from high-growth SaaS companies to Fortune 500 enterprises, he partners with revenue leaders to fix stalled deals, elevate demo impact, and build repeatable systems that drive consistent, predictable results.

What Past Attendees Are Saying

#game changer | #unmatched professionalism | #impact was immediate | #average sales cycle time was cut in half

"The Great Demo! and Doing Discovery Workshop completely transformed our sales process. Our close rates jumped from 29.6% to 73.2%, and our average sales cycle time was cut in half—all in just one quarter. This was a game-changer!" 

HOLLY CONDON
VP OF SALES
"Paul is a master practitioner and teacher of the Great Demo! methodology. My team benefited tremendously from Paul's insights and expert instruction around Vision Generation and Discovery in particular. I would heartily recommend Paul and Great Demo! for any presales organization looking to take their skills to the next level."

SEAN
MEeRVP Solution Architecture, Americas, OutSystems
"Working with the Great Demo! team has been nothing short of spectacular. We participated in both the Great Demo! and Doing Discovery workshops, and from the very first call to the final follow-up, Paul and his team demonstrated unmatched professionalism and thoroughness.
The impact was immediate—our discovery process is stronger than ever. We’re filtering out unqualified demos early, delivering concise, focused presentations that address our customers' critical business issues, and significantly reducing the number of follow-up demos needed.
The Great Demo! team is simply exceptional. If I had to summarize them in three words: Professional. Caring. Experts. I cannot recommend them enough." 

RANDY STEELE
Director, Sales Engineering, Aurigo Technologies, Ltd.
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