Most sales teams lose the deal after the demo, not because the pitch fell flat, but because their champion didn’t know how to sell it internally.

In this episode of Founders & Empanadas, I sat down with Gal Aga, CEO and co-founder of Aligned, to unpack the psychological friction that stalls deals, derails champions, and kills momentum in multi-stakeholder sales cycles.

With 17+ years in B2B SaaS leadership (including roles as CRO and VP of Sales), Gal built Aligned to solve the messy, buyer-led chaos that plagues modern selling. His POV? The best AEs offer Buying Process as a Service.

We dig into:

• The moment in every sales cycle where buyer confusion spikes
• Why most champions aren’t emotionally or politically prepared to sell internally
• How internal misalignment—not vendor selection—derails enterprise deals
• The biggest myth about CFOs (and how to actually win them over)
• What great sales teams cut from their process to reduce complexity and move faster

This one’s a must-listen for anyone selling into fast-growing companies, multi-threaded accounts, or C-suites with competing agendas.

Listen now wherever you get your podcasts.

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