DOING DISCOVERY AND GREAT DEMO! VIRTUAL PUBLIC WORKSHOP
“Everything else being equal, the vendor that does a better and more complete job in doing discovery, as perceived by the customer, will get the business” – Peter Cohan
What You'll Learn
This interactive workshop helps you master discovery and build demos that win. You'll learn how to uncover your buyer's true needs, then use that insight to craft high-impact demos that resonate within the first six minutes.
Why It Matters
Too many demos fall flat because they aren't grounded in what really matters to the customer. By combining great discovery with Great Demo! methodology, you'll boost engagement, drive urgency, and close more business.
How It Works
Over five days, you'll attend live, instructor-led sessions that blend learning with practice. You’ll run discoveries, build demos, and get feedback in a supportive, high-impact environment. The format is hands-on, collaborative, and designed for immediate application.
What You'll Walk Away With
- A repeatable process for discovery and demos
- Tools to increase conversion rates and reduce no-decisions
- A framework to expand deal size and outflank competitors
- Confidence in running great sales conversations
- Real-world practice, not just theory
Scheduling:
The workshop will be held over four (4) days with two (2) 120-minute sessions per day. The schedule will be provided upon request and at registration.
Your Instructor: Paul H. Pearce
Paul Pearce is the President of Great Demo! and brings over 25 years of technical sales leadership to his training. As the first certified Great Demo! affiliate and contributor to the methodology, Paul has helped global organizations successfully adopt the framework and drive consistent sales growth. He’s held senior roles in sales, solution consulting, and enablement across the software industry and is a regular contributor to GreatDemo.com.
Paul lives near Deadwood, South Dakota, and when he’s not training teams around the world, he enjoys real estate investing and spending time in the outdoors with his family.
