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.

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.

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 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 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 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.

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 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 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 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 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.