{"id":254,"date":"2007-12-17T19:38:42","date_gmt":"2007-12-17T19:38:42","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/17\/143842.html"},"modified":"2007-12-17T19:38:42","modified_gmt":"2007-12-17T19:38:42","slug":"a-question-of-culture","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/","title":{"rendered":"A Question of Culture"},"content":{"rendered":"

          I had the opportunity to interview a bright, <\/span>young sales manager candidate just before Christmas who had worked for three distinctly different broadcasting cultures.
\n<\/span><\/span>          One of his employers was programming-driven, one was sales-driven and the other was customer-driven. The only cultures he had not worked in were a bottom-line or share-holder focused organization.
\n<\/span><\/span>          I asked which of the three cultures he would cultivate if we hired him for our sales management position. Without hesitating he said “the customer-focused culture.”
\n<\/span><\/span>          Right answer!
\n<\/span><\/span>          Organizations with a customer-focused culture are by far the most productive and profitable.
\n<\/span><\/span>          In the course of consulting broadcasters, I have the privilege of being exposed to the confidential figures generated by all cultures; programming-focused, sales-focused, profit-focused, shareholder-focused and customer-focused.
\n<\/span><\/span>          I can state unequivocally that the top and bottom lines of the customer- driven broadcasters are always superior to the results generated by the other cultures.<\/span><\/span><\/p>\n

\n

          Remember, of course, that when I say “customer-focused”, that we serve three distinct customer groups; audiences, advertisers and internal customers….our staffs.<\/em><\/span><\/span><\/o:p><\/em><\/p>\n<\/div>\n

          The companies I have seen that focus on super-serving the three customer groups ALWAYS outperform competitors who focus on programming, profits or sales.<\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

          I had the opportunity to interview a bright, young sales manager candidate just before Christmas who had worked for three distinctly different broadcasting cultures.           One of his employers was programming-driven, one was sales-driven and the other was customer-driven. The only cultures he had not worked in were a bottom-line or share-holder focused organization. […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-254","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"\nA Question of Culture - 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\/a-question-of-culture\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"A Question of Culture - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"          I had the opportunity to interview a bright, young sales manager candidate just before Christmas who had worked for three distinctly different broadcasting cultures.           One of his employers was programming-driven, one was sales-driven and the other was customer-driven. The only cultures he had not worked in were a bottom-line or share-holder focused organization. […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/\" \/>\n<meta property=\"og:site_name\" content=\"ENS on Sales\" \/>\n<meta property=\"article:published_time\" content=\"2007-12-17T19:38:42+00:00\" \/>\n<meta name=\"author\" content=\"admin\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"admin\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minute\" \/>\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\\\/a-question-of-culture\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/a-question-of-culture\\\/\"},\"author\":{\"name\":\"admin\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/person\\\/13654b9cc752230917df2baf50088008\"},\"headline\":\"A Question of Culture\",\"datePublished\":\"2007-12-17T19:38:42+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/a-question-of-culture\\\/\"},\"wordCount\":282,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/a-question-of-culture\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/a-question-of-culture\\\/\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/a-question-of-culture\\\/\",\"name\":\"A Question of Culture - ENS on Sales\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#website\"},\"datePublished\":\"2007-12-17T19:38:42+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/a-question-of-culture\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/a-question-of-culture\\\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/a-question-of-culture\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"A Question of Culture\"}]},{\"@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\\\/13654b9cc752230917df2baf50088008\",\"name\":\"admin\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g\",\"caption\":\"admin\"},\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/author\\\/admin\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"A Question of Culture - 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\/a-question-of-culture\/","og_locale":"en_US","og_type":"article","og_title":"A Question of Culture - ENS on Sales","og_description":"          I had the opportunity to interview a bright, young sales manager candidate just before Christmas who had worked for three distinctly different broadcasting cultures.           One of his employers was programming-driven, one was sales-driven and the other was customer-driven. The only cultures he had not worked in were a bottom-line or share-holder focused organization. […]","og_url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/","og_site_name":"ENS on Sales","article_published_time":"2007-12-17T19:38:42+00:00","author":"admin","twitter_card":"summary_large_image","twitter_misc":{"Written by":"admin","Est. reading time":"1 minute"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/#article","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/"},"author":{"name":"admin","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/person\/13654b9cc752230917df2baf50088008"},"headline":"A Question of Culture","datePublished":"2007-12-17T19:38:42+00:00","mainEntityOfPage":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/"},"wordCount":282,"commentCount":0,"publisher":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization"},"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/","name":"A Question of Culture - ENS on Sales","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#website"},"datePublished":"2007-12-17T19:38:42+00:00","breadcrumb":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/a-question-of-culture\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.ensmediausa.com\/ens-on-sales\/"},{"@type":"ListItem","position":2,"name":"A Question of Culture"}]},{"@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\/13654b9cc752230917df2baf50088008","name":"admin","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/9e2156a5d8dadb0dc28f47cbef864670653c5e690d7b740c204ac074ba322237?s=96&r=g","caption":"admin"},"url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/author\/admin\/"}]}},"jetpack_publicize_connections":[],"jetpack_shortlink":"https:\/\/wp.me\/peKYOs-46","jetpack_sharing_enabled":true,"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/254","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\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=254"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/254\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=254"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=254"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=254"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}