Online event by Great Demo!

Doing Discovery Virtual Workshop for Sales Excellence

 Mar 17 at 8:30pm to Mar 20 at 2:30am GMT+5:30
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Overview

Doing Discovery! Virtual Workshop | March 17 - 19, 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

Live, online training + recording access

FIRST SESSION

11:00 a.m. – 1:00 p.m. EST (daily)

SECOND SESSION

3:00 p.m. – 5:00 p.m. EST (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

REAL IMPACT

  • Boost in close rate from 29.6% to 73.2%. which is a 43.6% increase in just one quarter.
  • Average sales cycle dropped by 52%.

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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Workshop Format & Schedule

This 3 day interactive workshop includes:

 Two (2) 120-minute sessions per day packed with high-value insights.
 Live coaching from Paul H. Pearce, a leader in demo strategy and presales training.
 Breakout exercises, role-plays, and personalized feedback to solidify skills.

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Meet Your Instructor

Paul H. Pearce brings over 25 years of presales and sales leadership to the table.

As President of Great Demo! LLC, he’s trained thousands, from startups to Fortune 500s, to deliver demos that drive decisions, shorten cycles, and close deals.

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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