SaaS Demo Structure

Hi all,

I'm an AE at a SaaS company with a pretty standard setup where XDRs run discovery calls and set demo appointments for AEs. Roughly a 25 day sales process on average and the goal of the demo is typically to set a proposal review call meeting.

I'm curious for other AEs with similar processes, how are you baking additional discovery into the demo and what's your thought process behind how you run your calls?

Historically, I've done 10-15 minutes of additional discovery at the start of the calls, but have gotten away from it in lieu of trying to balance showing some of the tool and then asking questions and repeating that process.

I imagine people have had success with both, and there may be more strategies as well, but it'd be awesome to get some feedback from other AEs on:

1) how you structure your calls

and

2) why you do it that way

thanks in advance!