Warning (2): touch() [function.touch]: Unable to create file /home/cnovais/beta.theartof.com/app/tmp/cache/models/cake_model_default_snippet_urls because No space left on device [CORE/cake/libs/file.php, line 125]
Code | Context
$dir	=	"/home/cnovais/beta.theartof.com/app/tmp/cache/models/"
$old	=	0
touch - [internal], line ??
File::create() - CORE/cake/libs/file.php, line 125
File::open() - CORE/cake/libs/file.php, line 147
File::write() - CORE/cake/libs/file.php, line 243
FileEngine::write() - CORE/cake/libs/cache/file.php, line 144
Cache::write() - CORE/cake/libs/cache.php, line 303
DataSource::__cacheDescription() - CORE/cake/libs/model/datasources/datasource.php, line 481
DataSource::describe() - CORE/cake/libs/model/datasources/datasource.php, line 278
DboMysqlBase::describe() - CORE/cake/libs/model/datasources/dbo/dbo_mysql.php, line 120
Model::schema() - CORE/cake/libs/model/model.php, line 929
Model::setSource() - CORE/cake/libs/model/model.php, line 780
Model::__construct() - CORE/cake/libs/model/model.php, line 474
include - APP/plugins/content/views/elements/snippet.ctp, line 39
View::_render() - CORE/cake/libs/view/view.php, line 731
View::element() - CORE/cake/libs/view/view.php, line 392
include - APP/views/layouts/default.ctp, line 34
View::_render() - CORE/cake/libs/view/view.php, line 731
View::renderLayout() - CORE/cake/libs/view/view.php, line 489

Warning (2): touch() [function.touch]: Unable to create file /home/cnovais/beta.theartof.com/app/tmp/cache/models/cake_model_default_snippets because No space left on device [CORE/cake/libs/file.php, line 125]
Code | Context
$dir	=	"/home/cnovais/beta.theartof.com/app/tmp/cache/models/"
$old	=	0
touch - [internal], line ??
File::create() - CORE/cake/libs/file.php, line 125
File::open() - CORE/cake/libs/file.php, line 147
File::write() - CORE/cake/libs/file.php, line 243
FileEngine::write() - CORE/cake/libs/cache/file.php, line 144
Cache::write() - CORE/cake/libs/cache.php, line 303
DataSource::__cacheDescription() - CORE/cake/libs/model/datasources/datasource.php, line 481
DataSource::describe() - CORE/cake/libs/model/datasources/datasource.php, line 278
DboMysqlBase::describe() - CORE/cake/libs/model/datasources/dbo/dbo_mysql.php, line 120
Model::schema() - CORE/cake/libs/model/model.php, line 929
Model::setSource() - CORE/cake/libs/model/model.php, line 780
Model::__construct() - CORE/cake/libs/model/model.php, line 474
ClassRegistry::init() - CORE/cake/libs/class_registry.php, line 141
Model::__constructLinkedModel() - CORE/cake/libs/model/model.php, line 658
Model::__createLinks() - CORE/cake/libs/model/model.php, line 629
Model::__construct() - CORE/cake/libs/model/model.php, line 482
include - APP/plugins/content/views/elements/snippet.ctp, line 39
View::_render() - CORE/cake/libs/view/view.php, line 731

Warning (2): touch() [function.touch]: Unable to create file /home/cnovais/beta.theartof.com/app/tmp/cache/models/cake_model_default_snippet_templates because No space left on device [CORE/cake/libs/file.php, line 125]
Code | Context
$dir	=	"/home/cnovais/beta.theartof.com/app/tmp/cache/models/"
$old	=	0
touch - [internal], line ??
File::create() - CORE/cake/libs/file.php, line 125
File::open() - CORE/cake/libs/file.php, line 147
File::write() - CORE/cake/libs/file.php, line 243
FileEngine::write() - CORE/cake/libs/cache/file.php, line 144
Cache::write() - CORE/cake/libs/cache.php, line 303
DataSource::__cacheDescription() - CORE/cake/libs/model/datasources/datasource.php, line 481
DataSource::describe() - CORE/cake/libs/model/datasources/datasource.php, line 278
DboMysqlBase::describe() - CORE/cake/libs/model/datasources/dbo/dbo_mysql.php, line 120
Model::schema() - CORE/cake/libs/model/model.php, line 929
Model::setSource() - CORE/cake/libs/model/model.php, line 780
Model::__construct() - CORE/cake/libs/model/model.php, line 474
ClassRegistry::init() - CORE/cake/libs/class_registry.php, line 141
Model::__constructLinkedModel() - CORE/cake/libs/model/model.php, line 658
Model::__createLinks() - CORE/cake/libs/model/model.php, line 629
Model::__construct() - CORE/cake/libs/model/model.php, line 482
ClassRegistry::init() - CORE/cake/libs/class_registry.php, line 141
Model::__constructLinkedModel() - CORE/cake/libs/model/model.php, line 658

Warning: Illegal string offset 'file' in /home/cnovais/beta.theartof.com/cake/libs/debugger.php on line 622

Warning: Illegal string offset 'line' in /home/cnovais/beta.theartof.com/cake/libs/debugger.php on line 622

Warning (2): touch() [function.touch]: Unable to create file /home/cnovais/beta.theartof.com/app/tmp/cache/models/cake_model_default_menu_items because No space left on device [CORE/cake/libs/file.php, line 125]
Code | Context
$dir	=	"/home/cnovais/beta.theartof.com/app/tmp/cache/models/"
$old	=	0
touch - [internal], line ??
File::create() - CORE/cake/libs/file.php, line 125
File::open() - CORE/cake/libs/file.php, line 147
File::write() - CORE/cake/libs/file.php, line 243
FileEngine::write() - CORE/cake/libs/cache/file.php, line 144
Cache::write() - CORE/cake/libs/cache.php, line 303
DataSource::__cacheDescription() - CORE/cake/libs/model/datasources/datasource.php, line 481
DataSource::describe() - CORE/cake/libs/model/datasources/datasource.php, line 278
DboMysqlBase::describe() - CORE/cake/libs/model/datasources/dbo/dbo_mysql.php, line 120
Model::schema() - CORE/cake/libs/model/model.php, line 929
Model::setSource() - CORE/cake/libs/model/model.php, line 780
Model::__construct() - CORE/cake/libs/model/model.php, line 474
include - APP/plugins/content/views/elements/navigation_breadcrumb.ctp, line 46
View::_render() - CORE/cake/libs/view/view.php, line 731
View::element() - CORE/cake/libs/view/view.php, line 392
include - APP/plugins/theartof/views/books/view.ctp, line 10
View::_render() - CORE/cake/libs/view/view.php, line 731
View::render() - CORE/cake/libs/view/view.php, line 426

Warning: Illegal string offset 'file' in /home/cnovais/beta.theartof.com/cake/libs/debugger.php on line 622

Warning: Illegal string offset 'line' in /home/cnovais/beta.theartof.com/cake/libs/debugger.php on line 622

Warning (2): touch() [function.touch]: Unable to create file /home/cnovais/beta.theartof.com/app/tmp/cache/models/cake_model_default_menus because No space left on device [CORE/cake/libs/file.php, line 125]
Code | Context
$dir	=	"/home/cnovais/beta.theartof.com/app/tmp/cache/models/"
$old	=	0
touch - [internal], line ??
File::create() - CORE/cake/libs/file.php, line 125
File::open() - CORE/cake/libs/file.php, line 147
File::write() - CORE/cake/libs/file.php, line 243
FileEngine::write() - CORE/cake/libs/cache/file.php, line 144
Cache::write() - CORE/cake/libs/cache.php, line 303
DataSource::__cacheDescription() - CORE/cake/libs/model/datasources/datasource.php, line 481
DataSource::describe() - CORE/cake/libs/model/datasources/datasource.php, line 278
DboMysqlBase::describe() - CORE/cake/libs/model/datasources/dbo/dbo_mysql.php, line 120
Model::schema() - CORE/cake/libs/model/model.php, line 929
Model::setSource() - CORE/cake/libs/model/model.php, line 780
Model::__construct() - CORE/cake/libs/model/model.php, line 474
ClassRegistry::init() - CORE/cake/libs/class_registry.php, line 141
Model::__constructLinkedModel() - CORE/cake/libs/model/model.php, line 658
Model::__createLinks() - CORE/cake/libs/model/model.php, line 629
Model::__construct() - CORE/cake/libs/model/model.php, line 482
include - APP/plugins/content/views/elements/navigation_breadcrumb.ctp, line 46
View::_render() - CORE/cake/libs/view/view.php, line 731

1. Home
2. Speakers ...
3. Brent Adamson ...

The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

By Brent Adamson  | 

SHARE THIS

Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge.

Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. 

Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be?

The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is.

It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers.

The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

Have you read The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results ? What did you think?