The training has fundamentally changed the way we work. The role-plays were a particular highlight – it was the first time I’d received genuine feedback on my conversations, and that helped me improve enormously. The Pain Deck session inspired me to actively use Loom to send concise and effective video messages to clients. Thanks to the clear structure of the Dojo, we have significantly improved our discovery documentation and noticeably professionalised our approach to clients. As a result of the training, we now turn clients down more quickly if they are not yet ready for change. This has made us more efficient. At the same time, the focus on discovery has helped us strengthen our position – clients often say: “Why hasn’t anyone explained this to me like this before?” The success speaks for itself: we have exceeded our revenue target, are busier than ever, and are perceived by clients as being far more reliable.

The Discovery training has taken our skills to a whole new level. The eight-week support programme, featuring practical tasks and role-plays, was particularly valuable, as it facilitated long-lasting learning and immediate success in customer interactions. Compared to other training courses, the programme was specifically tailored to solution consulting and pre-sales, offering in-depth, practical content. I have rarely experienced such professional training – from preparation and tool usage to follow-up, everything was of an extremely high standard. The trainers’ many years of experience made the training unique. Thanks to the programme, I now conduct Discovery calls in a more structured and targeted manner, with measurable success. A highlight was the Pain Deck, which helped us identify and address typical customer problems more quickly. Our team has adopted what we learnt and now regularly conducts role-plays that not only foster collaboration but also increase the effectiveness of our customer meetings.

The training was a real highlight for our team. The practical role-plays and tools – from checklists to concrete examples – offer enormous added value without requiring much effort. The programme is practical and immediately applicable, with helpful tips running like a common thread throughout. Particularly impressive is the long-term format, which allows time to absorb the content and put it into practice. This structure has made it easier for us to set standards, improve the quality of collaboration and better support sales engineers and account executives. The interactivity in the course was motivating – even on days without preparation, it was enjoyable and inspiring. All in all, the programme is a valuable resource that delivers real, tangible results in day-to-day work.

The Dojo left a lasting impression on me. It was fascinating to look at our processes from an outside perspective and receive valuable tips on how we can improve even further. Your wealth of experience was incredibly enriching – it was immediately clear that you’d already encountered similar situations and could provide concrete examples. This practical content has enabled me to put what I’ve learnt into practice straight away in my day-to-day work. I particularly appreciate that the Dojo has helped me to better understand prospects and customers. That pays off – in better customer relationships and, ultimately, in revenue. This training is ideal for anyone working in tech sales who wants to create real added value.

The training has helped me develop my team. They now have more tools to guide clients more effectively, which makes their work more enjoyable. As a result, we’ve increased our pre-sales-to-closing conversion rate by 10% in the short term. Structured methods such as the Pain Chain and the Pain Deck have become an integral part of our pre-sales process. We argue our case more precisely and convincingly, and ask more critical questions. Customers understand more quickly where we can help. The role-play sessions in particular created an ‘aha’ moment – this is where I realised how important it is to work with figures and structure. I’ve been on many training courses, but this one stands out: more systematic, more repeatable, more successful. It doesn’t just make us better – it makes us more successful.

The training has completely transformed our approach to discovery sessions. Previously, many of these conversations felt like an interrogation; today, we conduct them as genuine dialogues. The Pain Chain method, in particular, has helped us understand the deeper layers of the customer’s problem and build genuine urgency. The Pain Deck has also proved to be a valuable tool – deals that had previously stalled were able to move forward thanks to this new approach. The weekly interactive sessions, combined with practical homework, got us straight into action and forced us to critically assess our current opportunities. This combination of lively teaching, visually supported content and direct feedback clearly sets the training apart from typical training courses. It was a real asset for our team and has taken us a significant step forward.

Thanks to your collaboration, we have fostered a better understanding between pre-sales and sales. Everyone in the team now knows exactly when they need to step in during the sales process and how crucial their role is to overall success. The slogan ‘NoDiscoNoDemo’ was a real game-changer – it showed us that no demo should take place without an in-depth preliminary discussion with the customer. Do we always manage this? No, but more and more often.

The range of high-quality training courses specifically tailored to presales is limited in Germany. That’s why your training was our first choice for furthering our knowledge in the area of Discovery. I particularly appreciated everything related to the customer experience. Even after the training, I continue to use your materials to engage in discussions with my colleagues in sales. You managed to meet everyone individually at their current level. This was particularly valuable for our very diverse team, as everyone was able to take something away from it and yet we all had in-depth discussions. Colleagues who are taking the initiative, asking questions and applying what they’ve learnt are already receiving positive feedback.

The training content was highly relevant to the team and was very well received by the participants. They are now able to ‘discover’ opportunities in a more targeted manner and apply what they have learnt directly. During the training, they developed a greater awareness of how to engage with customers based on their individual information needs, and are adapting their working methods accordingly. The participants learnt useful strategies and tools, such as the ‘Pain Chain’ for quantifying economic impacts, the ‘Trust Stakeholder Grid’ for stakeholder relationships, and the ‘10-Click Demo’ for effectively managing demo pressure. They particularly appreciated the practical wording examples, which they are successfully using in emails and conversations. The training has significantly improved the way we work, and the rest of the team are now asking me when they can finally have a session with Jan and Tim.

There’s a tool that I took to straight away and have actually already used a lot: the Pain Chain. Thanks to this structured questioning, not only do I gain insights, but my clients do too – insights they didn’t have before. We now ask more targeted questions to understand the background before we get into the product presentation. This has significantly improved our sales process. The Pain Deck is also a great tool for bringing new colleagues on board and giving them a solid basis for their arguments. The eight-week training period was perfect – not too short and not too long. The weekly intervals were ideal for consolidating what we’d learnt. The follow-up community calls are also brilliant. They help me to further consolidate and apply what I’ve learnt. The way you two delivered the training was really good. It lightened the atmosphere and made the training enjoyable as well.

The training has taken our sales organisation a huge step forward. The questioning techniques I learnt during the training have significantly improved the quality and focus of my conversations and demos. The highlight for me was the Pain Chain. That topic really opened my eyes. It is extremely important for the customer because it makes them feel they are in the right hands and helps them understand their own problem better. The group format in the Dojo is particularly valuable, as it encourages knowledge sharing with like-minded people. I recommend this training to any sales organisation that wants to improve its processes and think outside the box.