Throughout 2023, businesses experienced tightening budgets, layoffs, increasing numbers of stakeholders, longer deal cycles — yet expectations remain as high as ever. Nader Pishdad, principal executive advisor at Challenger, joins Challenger CEO Andee Harris to dive into trendand hypotheses for the coming year from both buyers and sellers — and what to expect as the sales world continues to evolve. As we close out with Winning the Challenger Sale podcast’s final episode of the year, we take a look back at lessons learned and how we can use those lessons to shape 2024. We discuss:What sellers can expect in the coming months regarding buyer preference, economic navigation, and technological innovationThe effect of AI on sales trends, efficiency, and account retention and growthThe importance of post-sale structure (and how it can make your business stronger)