Discovery Calls: Learning to Ask Better Questions with

Most people focus on demos.

The best Solution Engineers, consultants, and customer-facing professionals focus on discovery.

The reality is that a great demo can't save a poor discovery session. If you don't understand your customer's goals, challenges, priorities, and success criteria, you're simply guessing what matters to them.

Yet discovery is one of the most overlooked skills in technology. Many professionals rely on scripted questions, jump straight to solutions, or miss the real business problem hiding beneath the surface.

Drawing on my experience leading customer conversations and helping organisations uncover business challenges, this session will help you become more confident, curious, and effective during discovery calls.

You'll learn how to ask better questions, listen more effectively, identify what truly matters to stakeholders, and build a compelling narrative that sets up successful demos, proposals, and customer engagements.

What We'll Cover

✅ Business vs technical discovery

✅ Structured questioning frameworks

✅ Active listening techniques

✅ Identifying pain points, goals, and success metrics

✅ Uncovering the real problem behind the stated requirement

✅ Managing different stakeholder types

✅ Turning discovery insights into compelling stories

✅ Common discovery mistakes and how to avoid them

✅ Practical exercises and real-world examples

Ideal For
Aspiring Solution Engineers
Pre-Sales Consultants
Customer Success Managers
Technical Consultants
Sales Professionals working with technical solutions
Anyone who leads customer conversations
What You'll Leave With
A repeatable discovery framework
Better questioning techniques
Increased confidence leading customer conversations
Practical methods for uncovering business value
A stronger foundation for demos, proposals, and stakeholder engagements

Customers rarely buy because of features. They buy because someone took the time to understand their challenges. Learning how to ask better questions is one of the highest-leverage skills you can develop in your career.

👋Hi, I’m Dilyana — a Microsoft Solutions Engineer, Certified Trainer (MCT), and Business Applications Most Valuable Professional(MVP). I’ve spent over a decade in tech, from CRM consulting and low-code delivery to speaking at global Microsoft events and mentoring junior professionals into confident leaders.

My ideal mentees are:
🎯Professionals entering CRM, low-code, or consulting roles
🎯Career switchers breaking into tech even from non-traditional backgrounds
🎯Aspiring consultants or pre-sales professionals needing confidence and structure
🎯Microsoft ecosystem explorers seeking clarity and certifications
🎯Women in tech and underrepresented groups looking for support and visibility
🎯Aspiring speakers/bloggers wanting to build a personal brand

What You’ll Get
✅️Career transition into tech plan
📚Review of your resume/CV/LinkedIn profile and personalized recommendations how to really make it stand out
🤖Build confidence with Microsoft tools and technical topics
🎤Develop consulting readiness and communication skills
🧩Prepare for demos, interviews, or your first tech role (even if you don’t tick all the “typical” boxes)
📜Explore Microsoft certifications and create a learning plan
🤓Technical advise on Dynamics365, Power Platform and Copilot
📚Grow your personal brand or speaking presence in the community

🛠️ How I Mentor
💬 Discovery session to define your goals and focus areas
📅 1:1 sessions for skills development and feedback
💡 Optional mock interviews or demos
📨 Ongoing chat support for questions and guidance
📂 Custom resources, learning paths, and mini-challenges

My style is honest, encouraging, and practical — expect real talk, tailored advice, and the occasional Taekwondo metaphor 🥋

Let me know if you'd like help with setting goals, prepping for a new role, or just figuring out what’s next. I’d love to help you grow your confidence and thrive in tech.

Book a quick one-off session or click the apply now button and let's get started!