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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
I18n::translate() - CORE/cake/libs/i18n.php, line 157
__ - CORE/cake/basics.php, line 668
AuthComponent::__setDefaults() - CORE/cake/libs/controller/components/auth.php, line 476
AuthComponent::startup() - CORE/cake/libs/controller/components/auth.php, line 329
Component::triggerCallback() - CORE/cake/libs/controller/component.php, line 186
Controller::startupProcess() - CORE/cake/libs/controller/controller.php, line 523
Dispatcher::_invoke() - CORE/cake/dispatcher.php, line 187
Dispatcher::dispatch() - CORE/cake/dispatcher.php, line 171
[main] - APP/webroot/index.php, line 83

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$dir	=	"/home/cnovais/beta.theartof.com/app/tmp/cache/"
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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
include - APP/plugins/content/views/elements/navigation.ctp, line 80
View::_render() - CORE/cake/libs/view/view.php, line 731
View::element() - CORE/cake/libs/view/view.php, line 392
include - APP/views/elements/misc/top_right_nav.ctp, line 13
View::_render() - CORE/cake/libs/view/view.php, line 731
View::element() - CORE/cake/libs/view/view.php, line 392
include - APP/views/elements/header.ctp, line 19
View::_render() - CORE/cake/libs/view/view.php, line 731
View::element() - CORE/cake/libs/view/view.php, line 392
include - APP/views/layouts/fullwidth.ctp, line 23
View::_render() - CORE/cake/libs/view/view.php, line 731
View::renderLayout() - CORE/cake/libs/view/view.php, line 489

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$dir	=	"/home/cnovais/beta.theartof.com/app/tmp/cache/"
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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
include - APP/plugins/content/views/elements/navigation.ctp, line 80
View::_render() - CORE/cake/libs/view/view.php, line 731
View::element() - CORE/cake/libs/view/view.php, line 392
include - APP/views/elements/header.ctp, line 70
View::_render() - CORE/cake/libs/view/view.php, line 731
View::element() - CORE/cake/libs/view/view.php, line 392
include - APP/views/layouts/fullwidth.ctp, line 23
View::_render() - CORE/cake/libs/view/view.php, line 731
View::renderLayout() - CORE/cake/libs/view/view.php, line 489
View::render() - CORE/cake/libs/view/view.php, line 435
Controller::render() - CORE/cake/libs/controller/controller.php, line 909
VideosController::view() - APP/plugins/theartof/controllers/videos_controller.php, line 148

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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
include - APP/plugins/content/views/elements/navigation.ctp, line 80
View::_render() - CORE/cake/libs/view/view.php, line 731
View::element() - CORE/cake/libs/view/view.php, line 392
include - APP/views/elements/header.ctp, line 72
View::_render() - CORE/cake/libs/view/view.php, line 731
View::element() - CORE/cake/libs/view/view.php, line 392
include - APP/views/layouts/fullwidth.ctp, line 23
View::_render() - CORE/cake/libs/view/view.php, line 731
View::renderLayout() - CORE/cake/libs/view/view.php, line 489
View::render() - CORE/cake/libs/view/view.php, line 435
Controller::render() - CORE/cake/libs/controller/controller.php, line 909
VideosController::view() - APP/plugins/theartof/controllers/videos_controller.php, line 148

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File::write() - CORE/cake/libs/file.php, line 243
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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/videos/view.ctp, line 24
View::_render() - CORE/cake/libs/view/view.php, line 731
View::render() - CORE/cake/libs/view/view.php, line 426

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File::write() - CORE/cake/libs/file.php, line 243
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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

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The Advantage of Creating Tension

Matthew Dixon | July 07, 2014 | 0 Comments

The things that we see that the challenger does differently, again, are teaching, tailoring and taking control at the competency level. If I were to sum that up, what I’d say is that the challenger’s able to create tension and use tension to their advantage.

That’s so important today when we’re out there selling a disruptive solution, solutions that ask our customers, effectively, to undergo a large-scale change. When the customer hears a big change, the reaction is “That seems hard. It sounds difficult. The status quo feels okay, it’s not so bad. Sure things could be a little bit better, but why don’t we just keep doing things the way we’ve been doing them right now”.

Again, the challenger is able to be assertive and they’re able to create this tension in the conversation to show the customer why the pain of same is actually worse than the pain of change. So that change journey, while difficult, while disruptive and while challenging -no pun intended- is worth going down, and in fact, it’s urgent and critical that you go down that path.

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The Advantage of Creating Tension

What Did You Think?

The Challenger Sale: Taking Control of the Customer Conversation

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The Advantage of Creating Tension

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