This is what our clients say
Our clients are at the center of everything we do. Their stories are the best proof of how our collaboration works: effective, inspiring, and to the point.
ServiceNow | Language 🇩🇪
All for One | Language 🇩🇪
.webp){kind=small}
Workday | Language 🇩🇪
.svg)
The training has helped me enormously to improve my preparation and approach.
Thanks to the Pain Chain, I now formulate hypotheses and ask more targeted questions, which leads to more in-depth conversations with customers. I have also learnt to focus more on the business implications, which goes down very well with customers. The discovery role-plays were a key moment for me. It was extremely helpful to see how others in the team conduct the Discovery process, and I was able to take a lot away from it. This exercise has boosted my confidence and improved my collaboration with my sales colleagues. Even as an experienced sales engineer, I found the training very valuable. It gave me the opportunity to reflect on my own approach and develop further.
The dojo was a real eye-opener for me
The weekly challenges helped me to really put what I’d learnt into practice – it’s only then that you realise just how valuable direct feedback is. The Pain Deck was a particular highlight: instead of focusing on our own skills, I now address the client’s problems directly, which builds trust enormously. Another valuable tip was to use different terms for Discovery, such as ‘expert discussion’ or ‘deep dive’ – this significantly increased acceptance among the account executives. Compared to other training courses, the Dojo was extremely interactive and practical, and spread over several weeks, I was able to internalise the content effectively. It was refreshing and motivating – I looked forward to every session and can definitely recommend the Dojo.
After the training session, it was immediately clear to me: this wasn’t just a theoretical seminar, but real-world practice!
Every session added real value, and I’ve put a lot of what I learnt into practice straight away. The checklists and frameworks were particularly helpful; I now use them regularly to structure my discovery meetings more effectively. A real ‘aha’ moment was learning how to secure client commitments. Before, I was worried it might come across as too demanding – now I know exactly how to use this approach effectively. My closing skills have also improved significantly because I consciously set aside more time for it. What sets this training apart from others? The trainers have genuine, hands-on expertise and were able to answer every question thoroughly. The added value is enormous – not just for Sales Engineers, but also for Account Executives. Ideally, SEs and AEs should undertake the training together to further optimise their collaboration.
I recommend the Discovery Dojo to anyone who is new to sales or is struggling.
I particularly liked the Discovery Dojo because it is specifically designed for the early stages of the sales process. It helps you set the right course from the outset and manage the process in a structured way. Rather than just talking about features and functions, you learn to highlight the added value for the company and demonstrate the potential for development. I recommend the Discovery Dojo to anyone who is new to sales or finds it difficult to focus on the right topics. It offers valuable insights for optimising your own pipeline and making the sales process more effective.
After nine years as a Solution Engineer, I thought I had a good grasp of Discovery – but the training showed me just how much potential there still is.
The Pain Chain, in particular, has helped me steer conversations in a more focused direction and guide clients to the heart of their challenges. Our follow-up emails are now much more structured – we no longer let a discovery process peter out into thin air. The practical role-plays were painful, but incredibly valuable. The training was not only technically strong but also methodologically well thought-out – clearly structured, interactive and dynamic. I can recommend it to every Solution Engineer: no theory, just directly applicable methods that take the discovery process to a whole new level.
I already knew you from the podcast. It helped me back then when I was preparing for my SE interview.
The Dojo was exactly the training I’d been waiting for: tailored specifically for SEs, practical and interactive. The role-plays in particular were invaluable for gaining new perspectives. The Pain Chain helped me to ask clients more targeted questions. The project summary template was worth its weight in gold – I put it to use straight away. I liked the fact that the training was spread over several weeks and wasn’t just a lecture. Discovery isn’t a list of questions, but a strategic process – that became clear to me here. I wonder why we didn’t do this straight away as an SE-AE team!
I already had some experience with Discovery, but no structured approach. The programme helped me to finally develop a tangible and systematic approach.
The value chain and the topic of follow-up questions in particular were real ‘aha’ moments. I adjusted my self-introduction straight away – this immediately boosted my credibility with clients. The quality of the programme is impressive, from the live sessions to the materials. Compared to other training courses, it offers significantly better value for money. I see a particular need for this among partners, because discovery is often not done well enough. A regular refresher course would be ideal – discovery isn’t something you learn once and then master perfectly.
I’ve known you for a long time through the podcast – without realising it, you’ve been supporting me in my role as a self-employed person right from the start.
I’d always found Discovery to be a bit vague, lacking any clear structure. The training not only gave me more confidence, but also a tangible methodology. I found the Pain Deck and the Demo Menu particularly helpful – finally, clear answers to typical challenges. I was able to use the templates straight away to support clients in their internal presentations. The training regularly reminded me to rethink my discovery methods. Thanks to the practical format, I was able to make small adjustments straight away. It was one of the best training courses I’ve ever done – well thought-out, practical and with a lasting impact.
The dojo made 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 understand prospects and customers better. 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 session was definitely a highlight for our team.
The practical role-plays and tools – from checklists to concrete examples – offer enormous added value with minimal 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 success speaks for itself: we have exceeded our turnover target
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.
More Customer Testimonials
I thought I was already organised – but the training showed me that Discovery takes things to a whole new level of depth
I thought I was already organised – but the training showed me that Discovery takes things to a whole new level of depth. The focus on pain points, in particular, was a real eye-opener. I now ask more targeted questions and get much better information from my clients. My Discovery Deck is always to hand, and I work with a clear meeting structure that I communicate to clients in advance – that makes a huge difference. The Weekly Challenges helped me engage more deeply with the subject and really internalise the methods. The format spanning several weeks was brilliant. In a two-day workshop, I would have forgotten a lot quickly – here, it really sticks. The training wasn’t just strong in terms of content, but also incredibly motivating, professional and practical. I’ve been on many sales training courses before, but this one was different – specialised and with real results.
This training course is different: interactive, practical and conducted on an equal footing.
At first, I was sceptical as to whether the training would be relevant to me as an account executive – but I’ve learnt an awful lot from it. In particular, the realisation that our biggest competitor is often the client’s inaction was a real game-changer. I’ve learnt not to rush into delivering a demo, but to ask more targeted questions to identify genuine opportunities. Thanks to the training, I work more closely with my Solution Consultants and explain my thoughts more clearly – this has improved our deals enormously. The Miro board and the templates help me apply what I’ve learnt directly in my day-to-day work. I particularly appreciate that it wasn’t just theory, but that we discussed real-life case studies. This training is different: interactive, practical and on an equal footing. No PowerPoint monologue, but real learning. It has permanently improved the way I work and is delivering noticeably better results for me.
What makes this programme unique is its focus on genuine behavioural change
Since completing the training, I’ve been approaching the discovery phase in a more structured way and focusing more closely on relevant KPIs. The group discussions, where we shared real-life examples and experiences, were particularly helpful – they opened up completely new perspectives for me and can be applied directly in my day-to-day work. A real eye-opener was how much potential there is in follow-up emails if you really give them the attention they deserve. The Dojo showed me how to structure follow-ups so that they have a real impact and move the deal forward. What makes this programme unique is its focus on genuine behavioural change. Thanks to the regular sessions over several weeks, I was able not only to understand the content but also to internalise and apply it in the long term. For me, the Training is absolutely in a league of its own: the input and the practical relevance of the programme are first-class – every session has provided me with something valuable for my daily work.
The training was a real eye-opener for me
The T was a real eye-opener for me. The weekly challenges helped me to really put what I’d learnt into practice – it’s only then that you realise just how valuable direct feedback is. The Pain Deck in particular was a highlight: instead of focusing on our own skills, I now address the client’s problems head-on, which builds trust enormously. Another valuable tip was to rebrand Discovery as something like an ‘expert discussion’ or ‘deep dive’ – this significantly increased acceptance among the account executives. Compared to other training courses, the training was extremely interactive and practical, and spread over several weeks, I have really internalised the content. It was refreshing and motivating – I looked forward to every session and can definitely recommend the training.
The Discovery training has significantly improved the way I work
The Discovery training has significantly improved the way I work. The Pain Deck, in particular, immediately created an atmosphere of trust and made it possible to address issues that clients were often unaware of. A real ‘aha’ moment was realising just how powerful it can be to simply talk about problems without offering direct solutions – the response was impressive, and I was able to experience the impact for myself. The programme’s eight-week structure is ideal, as it allows for continuous application and reflection and is significantly more sustainable than conventional workshops. The weekly exercises were crucial in ensuring that the techniques really became part of everyday practice. In addition, the accompanying book summarises in a practical and concise way everything that is crucial for this role. It is clear that the trainers fully understand the challenges sales engineers face – this makes the training particularly practical and relevant.
The training has taken my Discovery methodology to a whole new level
The training has taken my discovery methodology to a whole new level. The Pain Deck, in particular, was a game-changer – I now use it in almost every discovery session to draw clients’ attention straight away to key challenges. The structured approach has improved my conversations enormously. I get the relevant information more quickly and manage my deals more strategically. Thanks to the wording guides and templates, I save a lot of time and know exactly how to address my clients. Before the training, I often jumped from one meeting to the next. Now I consciously take the time to think through my strategy – that makes a huge difference. The results speak for themselves: more structured conversations, clearer next steps and better client responses. The training is valuable not only for Solution Consultants, but also for AEs who want to manage their deals professionally.
I can recommend this training to anyone who wants to take their discovery skills to the next level
Since the training, I have been more structured in my discovery discussions and have been able to address my clients’ requirements in a more targeted way – with clear results. The strong practical focus, particularly through the role-plays, has firmly cemented what I’ve learnt. I found the group discussions particularly valuable. I can recommend the Dojo to anyone who wants to take their discovery skills to the next level and achieve measurable progress in their client meetings.
The training session was one of the best I've ever been on
The training was one of the best I’ve ever experienced – precisely structured and packed with practical tools. I was particularly impressed by the Pain Chain, a simple yet powerful tool that helps to clearly identify clients’ problems and solve them strategically. The wide range of techniques has taken my ability to conduct discovery conversations to a whole new level and makes me significantly stronger in strategic negotiations. Colleagues are already noticing that I’m more involved in critical discussions and back up my points with well-founded arguments. I can wholeheartedly recommend this training: it was a fantastic investment in my professional development.
The Discovery Training was an extraordinary learning experience for me
The Discovery Training was an exceptional learning experience for me. The weekly role-plays, in particular, really challenged me and enabled me to learn a great deal, both from a client’s perspective and through self-reflection. A key focus for me was stakeholder engagement, and the training provided me with valuable strategies in this area. The structure and practical exercises, including the wording guides and toolkits, have made my conversations with clients more proactive and goal-oriented. Overall, this was the best training I have ever had in my professional career – perfectly organised, structured and delivered in a motivating atmosphere that left me wanting more.
The training has helped me to structure my discovery meetings and tailor them more effectively to the needs of my clients
The training has helped me to structure my discovery conversations and tailor them more effectively to the needs of clients. Discussing ideas with experts and peers has opened up new perspectives for me, and thanks to the Pain Chain, I now find it much easier to link the added value of our solution directly to the client’s pain points and key figures. The role-plays were particularly helpful, as they allowed me to apply what I’d learnt in a safe environment and further refine my techniques. Since then, my approach to customer interactions has become clearer and more structured, and my questions are now more precise and relevant. I would recommend the Dojo to anyone in sales or pre-sales, as the shared structure for customer engagement delivers real added value.
The training has helped me to conduct my qualification interviews in a more precise and focused manner
The training helped me conduct my qualification meetings in a more precise and focused manner – a real boost to efficiency. The ‘Pain Chain’ exercise was a real eye-opener, showing me how to ask more relevant questions and genuinely help the customer move forward. The group discussions with other sales engineers and account executives were particularly valuable, giving me many new perspectives and greater self-confidence. The practical focus of the programme allowed me to try out something new every week and put it into practice straight away. I can recommend the training to everyone – it’s a perfect combination of practical relevance, targeted feedback and personal support.
The success speaks for itself: we have exceeded our turnover target
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 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 session was a real highlight for our team. The practical role-plays and tools
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 training left a lasting impression on me
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
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
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 cooperation, we have fostered a better understanding between pre-sales and sales
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
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
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 liked right from the start
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.
I recommend this training to every sales organisation
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.
Stop Training for 2 Days a Year. Start Training Every Single Week.