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!

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.

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.

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.

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.

‍

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 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 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.

– 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.

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 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.