This is what our clients say

I already knew you from the podcast

“that really 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!”

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 make a conscious effort to 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 this training together to further optimise their collaboration.”

The structure of the programme kept everyone focused

“I came across SE Rockstars through internal recommendations – colleagues from the first cohort spoke very highly of you. Discovery hadn’t been standardised in our organisation until now, so I wanted to see what approaches were available. The focus on KPIs and ROI, in particular, gave me fresh insights. The role-plays were extremely valuable because I was able to put what I’d learnt into practice straight away. The structure of the programme kept everyone focused – I’ve rarely experienced that to such an extent. Your materials are of high quality and very well presented from a teaching perspective. Compared to other training courses, this one offers greater depth and practical applicability. It wasn’t a typical sales training course, but a scientifically grounded approach to better discovery.”

It was one of the best training sessions I’ve ever been on

“I wanted to make my discovery process more structured and effective – and that’s exactly what I got from the training. The role-play exercises were a real highlight, as they forced me to actually put the methods into practice. I learnt how important a clear introduction is at the start of a meeting – setting the scene makes a huge difference. The structured follow-up email is now also an integral part of my routine and ensures a better response from clients. The questioning techniques from the training help me gain deeper insights, and our internal collaboration with the AEs has become more focused. It was one of the best training courses I’ve ever attended – practical, methodologically sound and immediately applicable.”

After nine years as a Solution Engineer, I thought I’d got the hang of Discovery

“The training has shown me just how much potential there still is. The Pain Chain, in particular, has helped me steer conversations in a more focused direction and get clients to the heart of their challenges. Our follow-up emails are now much more structured – we no longer let a discovery session end in a vacuum. 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.”

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The Training was particularly helpful to me because of its practical focus

“The Training was particularly helpful to me because of its practical focus. Case studies were used to analyse specific situations, and participants were asked individual questions about them. This allowed me not only to learn from my own mistakes, but also from the experiences of others. A key learning point was to think at a meta-level rather than just talking about features. It is important to understand what motivates the customer and what their objective is. I recommend the Training to everyone in SaaS software sales, particularly pre-sales engineers and solution consultants. It teaches you how to ask the right questions, frame a topic appropriately and translate what you’ve learnt into a compelling presentation.”

I recommend the Training to anyone who is new to sales or is struggling

“I recommend the Training to anyone who is new to sales or is struggling. I particularly liked the Training 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 opportunities for development. I recommend the Training 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 training has helped me feel much more confident in my Discovery meetings

“The training has helped me become much more confident in my discovery meetings and find a clearer structure. It was particularly valuable to learn how to ask more targeted questions in order to better understand my counterpart’s needs and challenges and interpret their answers more effectively. Highlights included the practical role-plays and constructive feedback, which opened up new perspectives and strategies for me. I particularly liked the ‘Pain Chain’ method, as it helps me to analyse problems precisely and logically. The training has supported my professional development and taken my conversations to a new level.”

I’ve always been sceptical about sales training, but this one was different

“– practical, authentic and immediately applicable. The Pain Chain in particular has helped me to probe deeper, even with hesitant clients, and to highlight relevant issues. I used to find it difficult to rule out sales opportunities – now I’m much better at assessing where my efforts are best spent. Our demos are now shorter, more focused and tailored precisely to the core issues. The training has given me structure and sharpened my approach. The practical role-plays and tools that I could use straight away were particularly valuable. I’ve learnt to create a sense of urgency in a targeted way – and that’s making a lasting difference to our customer conversations.”

The format was unique: interactive, practical and spread over several weeks

“I wanted to be more open to new ideas and make my discovery process more structured – and that’s exactly what the training enabled me to do. The pain chain, in particular, was a real eye-opener. I’ve stuck the questions “What does this lead to?” and “What does this mean?” right next to my screen. My conversations are now more open, clients talk more, and I can work out more quickly whether the solution really fits. The weekly challenges and detailed feedback have helped me enormously to improve my skills. The simulation exercises were particularly valuable. The format was unique: interactive, practical and spread over several weeks – not an anonymous online course, but genuine, personalised coaching. I’ve learnt that it’s not just in-depth industry knowledge that’s crucial, but above all the right way of conducting a conversation. This training has permanently improved the way I work.”

The content of the Discovery training is extremely helpful

“The content of the Discovery training is extremely helpful and has been a huge step forward for us, particularly in terms of pain chain analysis. It has further refined our ‘Listen, Understand, Improve’ approach, especially during the Discovery phase. Compared to other programmes I am familiar with, I would rank this training very highly – it is structured, well thought-out and delivers tangible results. The training has helped us to make our Discovery process significantly more efficient and targeted. I can wholeheartedly recommend the programme – it is practical and brings real added value to day-to-day sales work.”

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 training has given me a whole new perspective on the Discovery

“The training gave me a completely new perspective on the discovery phase. The combination of theory, interaction and practical role-plays was ideal for putting what I’d learnt into practice straight away. It helped me delve deeper into the actual challenges our clients face and precisely quantify the business implications. The feedback on the Weekly Challenge was also extremely helpful and gave me clear starting points for improving my conversation skills. Overall, we gained even more from the training than we had hoped for – a structure and clarity that we were able to put into practice straight away in our client interactions.”

The Discovery training has brought about a noticeable change in our team

“The Discovery training has brought about a noticeable change in our team. The Pain Chain and the Pain Deck, in particular, were real eye-openers for me, as they showed us how we can guide the customer, step by step, towards understanding their own needs. We now use these tools regularly, both in the Discovery phase and during internal recaps, to assess why customers should buy – this makes conversations with customers significantly more effective and often leads to genuine ‘aha’ moments. What sets the Dojo apart is the combination of theory and practice. Thanks to the homework and interactive tools like the Miro board, what we’ve learnt really sticks and the training comes to life. These gamification approaches also made it fun and further boosted our internal challenge. Overall, I’d recommend the Dojo to anyone in sales, regardless of their level of experience. It creates a common language and gives you the confidence to apply the methods in your day-to-day work.”

The training exceeded my expectations

“The training exceeded my expectations – the Pain Chain method in particular gave me new insights and helped me to truly understand the customer’s perspective. The Discovery module was not only a valuable refresher for experienced salespeople, but also a practical introduction for newcomers to identifying key issues in a targeted manner. The interactivity provided by the Miro board and the personalised support from two trainers for eight participants made the training particularly engaging and practical. I have rarely felt so supported in an online training session and was able to apply the methods straight away.”

The Discovery training has had a lasting impact on our team

“The Discovery training has brought about lasting change in our team. A real highlight was the ‘Pain Chain’ exercise – it helped us ask the right questions and pinpoint customer problems accurately. It was a real eye-opener, and we now use this technique in every customer meeting. I found it particularly valuable that the training wasn’t just theoretical, but included lots of practical simulations. The mix of new insights and valuable refresher points was particularly helpful for experienced salespeople. This enabled us to integrate the content directly into our day-to-day work. The digital format was also impressive: the sessions were interactive and provided concrete, actionable feedback that could be applied immediately. Today, SEs and AEs share a common understanding of discovery and ask targeted, complementary questions that significantly strengthen our storytelling and customer engagement. Overall, the training has completely redefined our approach to discovery – for us, it is now an ongoing process and a strong foundation for long-term customer success.”

We were looking for a high-quality training programme that took our current situation into account

“We were looking for high-quality training that took our specific situation into account. And you really delivered! The content, pace and formats were a perfect fit for us. You really stand out, especially compared to traditional US providers. They often offer generic, American-style training that isn’t always applicable here. Your content, on the other hand, is tailor-made for the German-speaking market. My personal highlight was developing a Pain Deck. I’m already actively integrating it into my deals, as it has a positive impact on my sales cycles. It helps us to better focus on customers’ pain points and communicate the added value more clearly. I can recommend the Discovery Training to anyone in B2B software sales. Even after 15 years in the B2B SaaS sector, the training was extremely helpful for me.”

All in all, it wasn’t just a training session, but a real catalyst for rethinking my approach

“Overall, it wasn’t just a training session, but a real catalyst for rethinking my approach and adopting a more strategic stance in my role as a Systems Engineer. This new approach has led to clients being more open and willing to delve deeper into the issues. The ‘Pain Chain’ exercises helped me to better understand the impact of the client’s challenges and why they are relevant to them. The structured approach of the Dojo has also improved my communication with account executives – we coordinate our efforts in a targeted manner, which significantly enhances the quality of our meetings.”

The training has helped me to significantly improve my collaboration with my AEs.

“The format of the Discovery training – spread over several weeks and delivered in small, bite-sized chunks – was, for me, the best training approach I have ever experienced. I was able to test the content directly with clients and see the results straight away. The programme not only taught me methods, but also gave me the opportunity to discuss these topics with others. This exchange and the community calls were at least as valuable to me as the content itself. The Training helped me to significantly improve my collaboration with my AEs. Together, we were able to identify business needs and respond to clients in a more focused way. The content was superbly tailored to my challenges and never felt like a standardised mass-produced product – everything was personalised and therefore more relevant to my day-to-day work.”

You’re taking the concept of discovery to a whole new level

“You take the topic of discovery to a whole new level – it’s in a league of its own compared to many other training courses and really sticks in the mind. The Discovery Dojo was an absolute asset for me and immediately applicable. Around 85–90% of the extensive content is relevant and practical – a welcome change from the usual ‘lecture-style’ approach in training courses. I particularly liked the fact that I could get actively involved straight away, rather than just listening. The exercises, such as the Pain Deck, helped me to think more deeply about the right questions and to clearly separate the meta-level from the content. Your modern branding and the inspiring monk analogy not only encourage reflection but also stimulate creativity. The support provided even after the training is unparalleled.”

It was the first training session I’d attended where everyone was fully engaged

“It was the first training session I’d attended where all the participants were fully engaged. Everyone was keen, and the positive momentum created added immense value. It wasn’t just a lecture, but genuinely valuable input from experts. I particularly liked the Painchain methodology, as it helps you delve deeper into clients’ problems and ask the right questions. The demo menu also significantly improved our appointment organisation and professionalism. The training helps me to structure my presentation and address clients in a targeted manner. I use what I’ve learnt in every presentation. Thanks to the interactive training with genuine discussion, I was able to implement concrete improvements in my work straight away, even though I was relatively new to my role. Your professional and well-structured delivery greatly supported the learning process and motivated me.”

The training was particularly helpful to me when it came to guiding questions and the pain deck

“The training was particularly helpful to me when it came to guiding questions and the pain deck. It broadened my horizons and enabled me to speak to the right stakeholders. The role-plays felt a bit strange at first, but the valuable feedback really helped me progress. The discussions with my colleagues and the extensive experience of Jan and Tim were also immensely helpful. Since the training, I’ve been able to use targeted questions to raise clients’ awareness of the issues, leading to clearer and more productive follow-up meetings. The structured agenda I learnt during the training gives my meetings a clear direction and is a huge help with preparation.”

The training really opened my eyes, particularly in the areas of Qualification and Discovery.

“The training really opened my eyes, particularly in the areas of Qualification and Discovery. This is a major area of focus for me personally. The idea that ‘Discovery is not an interrogation’ really resonated with me – it’s about going into conversations prepared and verifying anticipated pain points. The mindset you’ve conveyed is immensely important, and the Pain Chain and Pain Deck tools were new to me in this form and very helpful. I was particularly impressed by the structure the training provides and the use of GPT prompts for research. The joint action plans and the Trusted Stakeholder Grid help us to better assess opportunities as a team and develop the right strategy.”

The training has helped me to work out more quickly whether a potential customer is really a good fit or not

“The training has helped me spot more quickly whether a potential client is really a good fit or not, and that saves me a lot of time and effort. I’ve become more confident about saying ‘no’ when it’s not the right fit. It’s really liberating. I used to often circle round and round like an eagle, but now I cut the process short by asking the right questions and getting straight to the point. The interactivity and the way you involved everyone was really impressive. You managed to keep everyone meaningfully engaged for over two hours. For me, the training was a real eye-opener. Overall, I am now much more focused and efficient in my conversations.”

Overall, the programme was extremely well organised and the visual presentation was first-rate

“The training helped me to better quantify the negative financial impact on clients and to improve our approach during the discovery phase. The mock calls were particularly helpful, as they showed me how my colleagues conduct their conversations and how I can learn from their methods and apply these insights to my own work. The collaborative exercises and feedback helped me to reflect on and improve my own approaches. Overall, the programme was excellently prepared and the visual presentation was first-class – everything was well thought out and structured.”

Das Discovery Training ist für mich zeitgemäßes Empowerment für alle

“For me, the Discovery Training is a contemporary form of empowerment for anyone who wants to become even more successful in sales. With this programme, Tim and Jan have created a modern, structured training course featuring a systematic approach and real-life case studies drawn from and tailored to day-to-day business. For us, the training was a crucial step in systematically strengthening our team and further professionalising our working methods. The focus was on sustainable, quality-based approaches, and the well-balanced methodology engaged all participants. Don’t miss out on this: after the training comes the community call! These calls help to discuss individual topics in even greater depth and apply what has been learnt. For me, this is the platform for continuous growth and ongoing added value, even long after the training has finished.”

I’m impressed by how well-structured and intuitive the training was.

“Being aware of the issues was a key and very important aspect for me. It helped me to focus entirely on the end customers. I learnt to dig deeper to identify the real issues and pinpoint the crucial points. The training not only enabled me to acquire new knowledge, but also to put it into practice. The interactive exercises and targeted questioning showed me how to proceed in a structured and step-by-step manner. I am impressed by how well and intuitively the training was designed. The human approach and the positive atmosphere in the live sessions made learning enjoyable and effective.”

The training helped me to organise my thoughts and ask the right questions

“The training has helped me to structure things and ask the right questions before I move on to finding solutions. I’ve learnt to understand the problem thoroughly before offering solutions, and that gives the sales team more guidance. My colleagues are grateful and say that the training has made the qualification process work much better. I found the role-plays really effective because you could see how others do it. Learning in this team setting was the most valuable part for me personally. I appreciate that you’re always approachable and offer support. The format brings fresh ideas and helps both experienced and inexperienced people to improve.”

The training covered aspects that I haven’t encountered in any other enablement programme.

“The training covered aspects that I haven’t encountered in any other enablement programme. I wish I’d done this training back in 2017, as I could have gained many of my current insights in a relatively short space of time, and my processes would have been developed much more effectively and quickly as a result. I found the ‘Pain Chain’ and the ‘Discovery in Sheep’s Clothing’ exercises particularly helpful. The role-plays were a great way to kick off each session. The programme helped me to better grasp the big business ‘why’. This comprehensive perspective has significantly improved my approach to discovery. I was very satisfied with the programme and can highly recommend it. I would definitely do it again.”

I particularly recommend this programme to solution engineers and account executives

“The open discussion between us participants and you as trainers was simply brilliant. Everyone was able to contribute and discuss everyday examples from their working lives. In particular, the ‘Pain Chain’ and the approach of formulating a hypothesis and following it through were real ‘aha’ moments for me. Super simple, but extremely effective. The comprehensive toolset, ranging from generative AI to cheat sheets and mutual action plans, was both inspiring and helpful. Since the training, I’ve been more agile in client meetings, delve deeper in a more targeted way, and remain more persistent. I particularly recommend the programme for Solution Engineers and Account Executives, as it improves the quality of discovery and team collaboration. The programme is suitable for all levels of experience in sales. Even seasoned salespeople can benefit enormously from a refresher like this.”

A particular highlight for me was the “Pain Chain” method

“A particular highlight for me was the ‘Pain Chain’ method for quantifying problems. I am already actively using this tool to obtain more precise figures from customers. Your detailed feedback on the practical exercises and your extensive experience were extremely valuable and will stay with me for a long time. The interactivity and the built-in exercises were fantastic and really enjoyable. The role-plays and scenarios were extremely helpful in developing practical skills. Your setup and the professional delivery of the online sessions were impressive and highly effective. I realised how important it is to be involved early on in the sales process, which made the training particularly relevant for me.”

The training has helped me enormously to improve my preparation and approach.

“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 discussions 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, 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 whole training was a highlight

“The whole training was a real highlight. In particular, the exchange and interaction with you as trainers and with the group worked really well. The mixed cohort of Account Executives (AEs) and Sales Engineers (SEs) was particularly valuable, as it allowed us to gain an understanding of the other side’s perspective. The mix of different levels of experience brought fresh ideas and broadened our horizons. You explored the ‘Pain Chain’ concept very effectively. I was able to apply it successfully, even in internal discussions. I’ve also used these techniques in my new job and achieved better results as a result. The role-plays in the training were particularly helpful. They showed me how important it is to ask precise questions and not take anything for granted. The training was rounded off by the chat group for exchanging and sharing additional knowledge nuggets.”

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.”

I had hoped the training would give me a much deeper understanding of the Discovery methodology

“I had hoped the training would give me much deeper insights into the Discovery methodology, and that is exactly what I got. A key insight from the Training is the introduction of Deep Dive Discovery. This allows us to get so deeply involved with the client that they practically can’t get past us. The Training helped me to internalise the Pain Chain as a tool. It enables us to really get to the heart of the client’s pain, which has significantly improved the quality of our discovery process. The programme offers a balanced mix of practical exercises and theoretical knowledge. I found this combination extremely enriching and it has brought about a lasting improvement in our sales approach.”