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Your best rep can have the better product and still lose a 300K deal, not on price, but because nobody got the buying committee aligned on what they were doing. On this episode of Complex Sales: Decoded, Meredith Chandler sits down with Gal Deitsch, co-founder and chief product officer of Aligned, to talk about why buyers don't want to be sold to anymore and what sellers do about it. They get into the operational skills modern sellers need across a dozen stakeholders, the buyer behaviors that reliably signal a deal will close, and the mistake most sellers make when they build a mutual action plan with themselves instead of with the buyer. Gal also reads engagement data from tens of thousands of deals a month, so the signals he describes come straight from what closes and what stalls.
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👤 Guest Bio
Gal Deitsch is co-founder and chief product officer of Aligned. He was a director of sales before he started the company, after watching his top rep lose a major deal because she couldn't keep a 12-stakeholder buying committee aligned. As CPO, he now looks at data across tens of thousands of deals running through Aligned every month.
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📌 What We Cover
- Why a stronger product still loses when nobody keeps the buying committee aligned, and why sellers now need managerial and operational skills, not just a good demo
- What changed in B2B buying: buyers self-educate, talk to their own committee, and run everything through AI before they want a seller
- How to make a deal buyer-centric when you're juggling five, six, seven or more stakeholders
- The buyer behaviors that signal a deal will close: engagement spread across stakeholders, steady champion room time, and a trend that climbs toward the end
- Why disengagement is its own signal, and how "no news" usually means the deal isn't advancing
- What sellers get wrong about the mutual action plan, and how the best reps build it with the buyer and revisit it every meeting
- Why discovery isn't a stage but something woven through the entire cycle
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🔗 Resources Mentioned
- Aligned, the AI deal workspace, including its digital sales room, mutual action plans, and engagement signals
- Mutual action plan (MAP)
- Slack
- Spotify and Apple Podcasts
