Paul Pearce: Mastering Discovery for Product Success: Beyond the Requirements List скачать в хорошем качестве

Paul Pearce: Mastering Discovery for Product Success: Beyond the Requirements List

Successful technology offerings don’t fail due to lack of effort—they fail, in part, to incomplete discovery. This session will equip product managers and their teams with a structured approach to uncovering the true business needs behind stakeholder requests. Using the 7 Levels of Highly Effective Discovery, the Situation Slide framework, and the Book of Life concept, attendees will learn how to evolve discovery throughout the product lifecycle and the entire customer lifecycle. We’ll also explore the Chain of Pain, ensuring product managers align cross-functional priorities and drive value (Time, People, Money) at every stage. Through interactive role-play and real-world examples, participants will leave with practical strategies to ask better questions, capture meaningful insights, and prevent misaligned offerings before they start. About the Speaker: Paul Pearce is a recognized leader in presales and technical sales with over 25 years of experience driving sales success and revenue growth. As the President (Americas) of Great Demo! Paul has been at the forefront of transforming how presales teams operate, fostering alignment across marketing, sales, and customer success to enhance the buyer journey. Throughout his career, Paul has held pivotal executive roles, including leading North American Sales for a major Human Capital Technology Services firm and serving as Global Vice President of Solution Consulting at numerous companies. He has built and led global presales teams, enabling them to deliver buyer-centric value through effective discovery and compelling demos that accelerate decision-making. Paul’s expertise lies in leveraging presales as the strategic glue that unifies the go-to-market motion, ensuring cohesive collaboration between marketing, sales, and customer success teams. He has successfully rolled out the Great Demo! methodology to numerous global organizations, resulting in improved sales effectiveness and shortened sales cycles. An industry thought leader, Paul has authored Great Demo! Master Series courses and regularly contributes insightful content to GreatDemo.com. His practical approach, combining real-world experience with innovative strategies, has helped thousands of sales professionals differentiate their solutions and increase sales effectiveness. Connect with Paul at   / ppearce