Why Buyer Engagement Drops Sharply Around Minute 12 in Discovery Calls and How to Address It

Anyone else seeing the "minute 12" drop on discovery calls? I've been looking at engagement on a bunch of recorded discovery calls lately (where the buyer is leaning in vs. where they've mentally left), and there's a pattern I can't unsee. Somewhere around the 10 to 14 minute mark, the rep finishes their questions and shifts into explaining. Product, differentiators, "what we typically see with customers like you." And almost every time, that's exactly where the buyer's attention falls off a cliff. Not gradually. Off a cliff. The reps don't notice because the buyer is still nodding and saying "makes sense." But the questions stop coming, the answers get shorter, and the last third of the call is basically the rep talking to a polite wall. A couple of things I'm wondering: Is this just a discovery call thing, or do your teams see the same thing on demos? For those of you coaching newer reps, how do you catch this? Listening to full recordings doesn't scale, and talk-ratio stats didn't flag any of these calls as a problem. I'll drop a couple of anonymized examples in the thread so you can see what the drop looks like. Curious if it matches your gut.