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
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.
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.
Stop Training for 2 Days a Year. Start Training Every Single Week.