{"id":1855,"date":"2020-07-23T15:31:02","date_gmt":"2020-07-23T15:31:02","guid":{"rendered":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?p=1855"},"modified":"2020-07-23T15:31:02","modified_gmt":"2020-07-23T15:31:02","slug":"give-and-you-shall-receive","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/","title":{"rendered":"Give and You Shall Receive"},"content":{"rendered":"

There are lots of\u00a0little\u00a0things that managers and sellers can do to improve their sales.\u00a0One of the most overlooked things we do in sales and management is also one of the easiest things we can do to improve sales\u2026 yet it\u2019s one of the hardest things for sellers to do.<\/h4>\n

<\/h4>\n

I\u2019m sure you\u2019ve heard the old proverb,\u00a0\u201cIt\u2019s better to give than to receive<\/em>\u201d, and these\u2026<\/h4>\n

\u201cIf you want something, give it<\/em>.\u201d\u00a0– Deepak Chopra<\/h4>\n

\u201cNo one has ever become poor by giving<\/em>.\u201d\u00a0– Anne Frank<\/h4>\n

\u201cLife is a boomerang. What you give you get<\/em>.\u201d – Anonymous<\/h4>\n

\u201cOnly by giving are you able to receive more than you already have<\/em>.\u201d\u00a0– Jim Rohn<\/h4>\n

\u201cDon\u2019t expect to receive if you are not willing to give<\/em>.\u201d –\u00a0Anonymous<\/h4>\n

Giving is a GREAT lesson in all walks of our lives, but today I am talking about giving up accounts on account lists. Seems like an easy enough thing to do, right? Wrong!<\/h4>\n

<\/h4>\n

One of the hardest things to get a media rep to do is to give up an account that is on his or her account list.<\/h4>\n

<\/h4>\n

There are two main reasons why account list management is overlooked: First, to some, it doesn\u2019t seem important and they believe it offers little return for their effort. Secondly, it ruffles media reps\u2019 feathers like no other. Giving up an account, regardless of the last time they were called on, can oftentimes seem like asking a child to give up their favorite toy; they tend to throw a fit, promise to call on them right away and offer up every other excuse they can think of as to why they should keep the account.<\/h4>\n

<\/h4>\n

In truth, there is really only one reason reps don\u2019t want to give up an account. They fear someone else will get that account on the air, which in turn, would make them look bad.<\/h4>\n

<\/h4>\n

Show me a station that actively and regularly moves accounts around and does it for the right reasons, and I will show you a successful, strong billing station.<\/h4>\n

<\/h4>\n

It takes a little prodding and pleading to get media reps accustomed to giving up accounts. The key to getting them to buy into moving accounts around is getting them to understand that if everyone in the building is willing to give up accounts, ultimately, everyone will have fresh accounts to call on.<\/h4>\n

<\/h4>\n

Ask your reps to work with you on this experiment.\u00a0Keep track of the results on an individual and team basis. Once you can show the positive results, the task of managing accounts will become much easier.<\/h4>\n

<\/h4>\n

\u201cGive and you shall receive!<\/em>\u201d\u00a0Not only are these good words to live by, but they are good words to use when managing account lists. This way, EVERYONE wins!<\/h4>\n","protected":false},"excerpt":{"rendered":"

There are lots of\u00a0little\u00a0things that managers and sellers can do to improve their sales.\u00a0One of the most overlooked things we do in sales and management is also one of the easiest things we can do to improve sales\u2026 yet it\u2019s one of the hardest things for sellers to do. I\u2019m sure you\u2019ve heard the old […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[519,76,460],"class_list":["post-1855","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-account","tag-management","tag-media-rep"],"yoast_head":"\nGive and You Shall Receive - ENS on Sales<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Give and You Shall Receive - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"There are lots of\u00a0little\u00a0things that managers and sellers can do to improve their sales.\u00a0One of the most overlooked things we do in sales and management is also one of the easiest things we can do to improve sales\u2026 yet it\u2019s one of the hardest things for sellers to do. I\u2019m sure you\u2019ve heard the old […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/\" \/>\n<meta property=\"og:site_name\" content=\"ENS on Sales\" \/>\n<meta property=\"article:published_time\" content=\"2020-07-23T15:31:02+00:00\" \/>\n<meta name=\"author\" content=\"ensonsales\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"ensonsales\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/give-and-you-shall-receive\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/give-and-you-shall-receive\\\/\"},\"author\":{\"name\":\"ensonsales\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/person\\\/74b922927ea9a0ddb2c3c3211c970180\"},\"headline\":\"Give and You Shall Receive\",\"datePublished\":\"2020-07-23T15:31:02+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/give-and-you-shall-receive\\\/\"},\"wordCount\":475,\"publisher\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\"},\"keywords\":[\"account\",\"Management\",\"media rep\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/give-and-you-shall-receive\\\/\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/give-and-you-shall-receive\\\/\",\"name\":\"Give and You Shall Receive - ENS on Sales\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#website\"},\"datePublished\":\"2020-07-23T15:31:02+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/give-and-you-shall-receive\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/give-and-you-shall-receive\\\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/give-and-you-shall-receive\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Give and You Shall Receive\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#website\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\",\"name\":\"ENS on Sales\",\"description\":\"All About Radio Sales\",\"publisher\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\",\"name\":\"ENS on Sales\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/logo\\\/image\\\/\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/wp-content\\\/uploads\\\/2026\\\/08\\\/Ens-Media-logo-square.png\",\"contentUrl\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/wp-content\\\/uploads\\\/2026\\\/08\\\/Ens-Media-logo-square.png\",\"width\":1000,\"height\":1000,\"caption\":\"ENS on Sales\"},\"image\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/logo\\\/image\\\/\"}},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/person\\\/74b922927ea9a0ddb2c3c3211c970180\",\"name\":\"ensonsales\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/6a9ee263c8e96d87977f526af077b335a0b737a673757f50d6a6d516289421de?s=96&d=mm&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/6a9ee263c8e96d87977f526af077b335a0b737a673757f50d6a6d516289421de?s=96&d=mm&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/6a9ee263c8e96d87977f526af077b335a0b737a673757f50d6a6d516289421de?s=96&d=mm&r=g\",\"caption\":\"ensonsales\"},\"sameAs\":[\"https:\\\/\\\/www.ensmediausa.com\\\/\"],\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/author\\\/ensonsales\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Give and You Shall Receive - ENS on Sales","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/","og_locale":"en_US","og_type":"article","og_title":"Give and You Shall Receive - ENS on Sales","og_description":"There are lots of\u00a0little\u00a0things that managers and sellers can do to improve their sales.\u00a0One of the most overlooked things we do in sales and management is also one of the easiest things we can do to improve sales\u2026 yet it\u2019s one of the hardest things for sellers to do. I\u2019m sure you\u2019ve heard the old […]","og_url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/","og_site_name":"ENS on Sales","article_published_time":"2020-07-23T15:31:02+00:00","author":"ensonsales","twitter_card":"summary_large_image","twitter_misc":{"Written by":"ensonsales","Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/#article","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/"},"author":{"name":"ensonsales","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/person\/74b922927ea9a0ddb2c3c3211c970180"},"headline":"Give and You Shall Receive","datePublished":"2020-07-23T15:31:02+00:00","mainEntityOfPage":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/"},"wordCount":475,"publisher":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization"},"keywords":["account","Management","media rep"],"inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/","name":"Give and You Shall Receive - ENS on Sales","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#website"},"datePublished":"2020-07-23T15:31:02+00:00","breadcrumb":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/give-and-you-shall-receive\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.ensmediausa.com\/ens-on-sales\/"},{"@type":"ListItem","position":2,"name":"Give and You Shall Receive"}]},{"@type":"WebSite","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#website","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/","name":"ENS on Sales","description":"All About Radio Sales","publisher":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.ensmediausa.com\/ens-on-sales\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization","name":"ENS on Sales","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/logo\/image\/","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-content\/uploads\/2026\/08\/Ens-Media-logo-square.png","contentUrl":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-content\/uploads\/2026\/08\/Ens-Media-logo-square.png","width":1000,"height":1000,"caption":"ENS on Sales"},"image":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/logo\/image\/"}},{"@type":"Person","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/person\/74b922927ea9a0ddb2c3c3211c970180","name":"ensonsales","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/6a9ee263c8e96d87977f526af077b335a0b737a673757f50d6a6d516289421de?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/6a9ee263c8e96d87977f526af077b335a0b737a673757f50d6a6d516289421de?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/6a9ee263c8e96d87977f526af077b335a0b737a673757f50d6a6d516289421de?s=96&d=mm&r=g","caption":"ensonsales"},"sameAs":["https:\/\/www.ensmediausa.com\/"],"url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/author\/ensonsales\/"}]}},"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1855","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=1855"}],"version-history":[{"count":2,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1855\/revisions"}],"predecessor-version":[{"id":1857,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1855\/revisions\/1857"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1855"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1855"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1855"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}