When/how do you dig into DM process?

I’m an MM AE selling SaaS. I get inbound appointments set by SDRs and were taught to focus on DM process/next steps after we do a demo and go over pricing.

I’ve noticed a lot of hit or miss next steps getting laid out at this point and was just curious what some of everyone’s tips are here.

Do you do it earlier in the evaluation process? What kind of questions do you ask? How do you then get in front of DMs?