I haven't sat through as many as you, but I've found that telling them upfront I'll want a sales engineer and deep dive works best.
From the book Pitch Anything, sounds both of us are "analyst frames".
"A particularly dangerous one is the analyst frame that fixes on granular details. The best way to knock off this frame is to give a direct yet high-level answer that describes overall goals or systematic features and then go back to your pitch."
I can spot when reps try that one on me. In my field I know the devil is in the details, so I need to always push back for a detailed technical answer. I give context, but it is annoying how many reps act like I'm inconveniencing them by actually doing my due diligence and knowing what I need in a solution.
From the book Pitch Anything, sounds both of us are "analyst frames".
"A particularly dangerous one is the analyst frame that fixes on granular details. The best way to knock off this frame is to give a direct yet high-level answer that describes overall goals or systematic features and then go back to your pitch."