Personally i do about 10-20 minutes discovery based on how receptive to questions they are and what I can get from them and once I've run out ill show a mini demo related to their pain points.
Recently I've wondered about cutting the demo portion entirely and gating that behind a followup team call but don't want prospects to feel like they got bait and switched by the BRD. On the flip side I find theres cases where they feel all of their questions were answered by the first meeting and it becomes way harder to get them back on for the followup.
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