The Solutions Lab Entry 01: Curiosity: The Skill AI Can't Replace

​SEs have been the professional question-askers of GTM all along. Host Chris Mabry sits down with Paul H. Pearce, President of Great Demo!, who has taught discovery and demo craft to thousands of SEs, and Ryan Garrett, Head of Solutions Consulting, who leads a team living this in the AI era right now.

​What we’ll dig into

• ​The real difference between genuine curiosity and running a discovery checklist, and how buyers can tell

• ​How the first call changes when buyers have already asked AI about you

• ​Whether AI account briefs are making SEs more curious or just lazier

• ​Where to reinvest the time AI gives back on demos, RFPs, and technical docs

• ​How leaders protect room for curiosity when quarter-end says “just get the demo done”

​What you’ll walk away with

• ​A sharper sense of where discovery stalls, and the questions that keep it going

• ​Practical ways to use AI to go deeper before a call, not just faster

• ​Ideas for coaching and hiring for curiosity on your team

• ​One habit you can start this week