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 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.

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 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.

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.

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!

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’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.

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 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 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.