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An indispensable guide to thriving in a challenging sales environment

As a sales professional, you know that it’s harder to sell in tough times—whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive, but thrive through tough times. How do they do it? What do they do to thrive through adversity?

Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again.

While the principals of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties, but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how to employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and—crucially—protect profit by embracing the “tough timers” mental attitude.

Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them—and come out on top.

Under tre årtionden har Internationella Engelska Skolan (IES) erbjudit familjer ett tydligt alternativ för barnens utbildning. Detta är historien om hur Engelska Skolan startades och har växt, från en början där grundaren Barbara Bergström måste tigga ihop möbler och städa skolan själv på helgerna för att få ekonomin att gå ihop till ett företag (2023) med 46 skolor, 32 000 elever och en omsättning som närmar sig fyra miljarder kronor. Sedan 2001 har Barbara och Hans Bergström bildat ett team som drivit organisationen framåt.

Det är en historia om den svenska skolan, men också om ledarskap och uthålligt entreprenörskap. Engelska Skolan har växt under envis kamp mot myndigheter som haft motsatt syn på ordning i skolan, lärarnas auktoritet, betygsättning och mycket annat. Förbud från staten att verka har legat nära åtskilliga gånger. Kvaliteten på skolorna och föräldrarnas förtroende har varit avgörande.

Boken ger tuffa recept för den svenska skolan, byggda på gedigen erfarenhet. Den har också ett vidare intresse, för alla som funderar över villkoren för starkt ledarskap och utmaningarna när ett företag växer. Detta är andra upplagan med efterord om åren 2018-2023.

The Leader’s Ladder is a different kind of leadership book – the closest you can get to a comprehensive, and still easily readable, leadership handbook. Based on a rare combination of diverse academic and leader experiences, Bengt Savén has succeeded in creating a model that, in a unique way, covers everything from essential leadership values to very tangible tools for your everyday leadership. The author invites you on a journey that can take you from being a traditional manager to a leader whom others willingly follow.

By introducing important concepts like Tough Care, leader contribution and MAA (means, ability and attitude) Savén creates a framework – the Collaboration Tree – that illustrates what a real leader needs to prioritize. It has its roots in the Care and Growth Model, as well as in true Lean and Agile practices. With this framework as the starting point, he presents five distinct steps to becoming a better leader – the Leader’s Ladder.

The Leader’s Ladder is written both for individual reading and for discussions with colleagues. If you are part of top management, you can therefore use the book as a base for developing a common leadership standard, so that your whole management team can develop together – both faster and better.

Bengt Savén has vast experience from his many years in business management, complemented by a career in academia. He has been on the front line, living the challenges of management, leading both small and large organizations – ranging in size from just three subordinates to well over a thousand. Bengt Savén’s industry experience comes from many organizations in different parts of the world. He has been living and working in Scandinavia, Australia, South Africa and the United States – serving at all levels from first-line management to executive management combined with board of directors assignments. Bengt Savén is currently working part-time as professor of Sustainable Leadership at KTH Royal Institute of Technology in Stockholm and before that, he has served as an adjunct professor of Change Management. By combining his vast practical leadership experience with new theoretical findings, he has managed to evolve the three complementary models that forms the unique core of this book.

Text: Tor Berggrund, For more information, see www.braveship.com

Said about the book:

”I wish that I had The Leader’s Ladder available for myself and my colleagues when I was a manager! Bengt Savén has covered everything from the communication of the high level strategic vision right down to how to set meaningful objectives at all levels of the organisation. I like the way the author deals with accountability/attitude, for example stressing the need for a courageous approach to giving honest feedback. Savén has succeeded in combining the Care and Growth Model with a continuous improvement process (Lean) - and his integration is excellent. The book contains great illustrations and several practical examples to illustrate important points, supporting you to become a better leader step-by-step. There is a lot in this book, and I think all practicing managers will benefit from reading it.”

Dr. Graham Edwards – Chief Executive (Rtd), AECI

“The Leader’s Ladder gives you a holistic picture of what it takes to become a great leader and, at the same time, it challenges the reader in a very positive way. In my opinion it is the best book on leadership ever written.”

Andreas Westergren – Production Director, Saab Aerostructures

“I truly recommend The Leader’s Ladder to managers at all levels of any organisation.”

Roger Svensk – Operations Manager, IKEA Industry

"Every time I return to The Leader’s Ladder it happens again - recog- nition, inspiration and learning. It has provided me with numerous simple but constructive advice. The Leader’s Ladder has become a major source of energy – motivating me to grow continuously.”

Lotten Tholander CEO, Nordic Construction Systems

“Despite my many years as a manager I haven’t come across a book anything like The Leader’s Ladder. It is really easy to comprehend and very practical in how it describes the process of developing as a leader. Coaching leaders has become so much easier since we got access to the insights and structure that Bengt Savén presents in his book. The Leader’s Ladder has become more or less as a bible in our office.”

Jacob Kramer Head of Business Development, LF Insurance

In his blockbuster new book, businessman and entrepreneur Donald J. Trump argues that America is in serious trouble, and that our days as a superpower are numbered. “Our nation has become a whipping post for the rest of the world. It’s time to get tough on China and other countries that are methodically and systematically taking advantage of the United States,” says Trump. “We need to get serious about the debt, we need to get serious about oil, we need to get serious about job creation, and we need to get serious about our country’s future.” With his trademark candor and charisma, Trump reveals his hard-line, commonsense solutions to the problems plaguing us today and shows how we can put our country back on the path to greatness. Nobody is better at achieving spectacular success than Donald Trump. Here, Trump shows how America can do the same.