{"id":911,"date":"2015-01-14T21:05:49","date_gmt":"2015-01-14T21:05:49","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=911"},"modified":"2015-04-23T21:06:27","modified_gmt":"2015-04-23T21:06:27","slug":"your-2015-sales-culture","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/your-2015-sales-culture\/","title":{"rendered":"Your 2015 Sales Culture"},"content":{"rendered":"<p>You can learn a great deal about the way a company does business by reading their help wanted ads. I saw an ad last week seeking an Account Executive for a station that required &#8220;a carnivore, not a grazer.&#8221;<\/p>\n<p>I have the good fortune of working with media companies across North America, and I can tell you from what I&#8217;ve observed, I&#8217;ll take the grazer over the carnivore any day&#8230; especially if you want to build a sustainable business.<br \/>\nThe dictionary defines carnivore as &#8220;A predator who attacks, kills and devours its prey&#8221;. How many renewals will you get out of prey that has been killed?<br \/>\nThe grazer, however &#8220;feeds on organisms which when eaten, are not killed and continue to grow.&#8221;<br \/>\nYour prospects and clients can spot salespeople who are out for the kill versus those who want to help them grow. I think you know which they prefer to do business with.<br \/>\nAs I wrote this ENS on Sales I checked several recruiting ads for media salespeople and was encouraged to see the tone changing to attract the kind of account executives that your customers&#8217; want to do business with.<br \/>\nI saw phrases like;<\/p>\n<ul>\n<li>Creativity and marketing smarts to develop profitable campaigns<\/li>\n<li>Driven to help our customers succeed<\/li>\n<li>Nurture a business by creating profitable solutions<\/li>\n<li>Develop long-term relationships<\/li>\n<\/ul>\n<p>The stations I&#8217;ve seen that continue to grow in spite of increased competition are the ones that recruit and train with a view to creating successful campaigns for their clients rather than those that focus on hard-sell closing techniques or this month&#8217;s budget.<\/p>\n<p>Our SoundADvice radio e-marketing system helps radio account executives grow stronger advertiser relationships and increase their local-direct sales. Contact \u00a0<a href=\"mailto:wayne@wensmedia.com;angela@wensmedia.com?subject=Please%20contact%20me%20about%20SoundADvice\" target=\"_blank\" shape=\"rect\">wayne@wensmedia.com <\/a>to arrange a free demo of how SoundADvice can work for you.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>You can learn a great deal about the way a company does business by reading their help wanted ads. I saw an ad last week seeking an Account Executive for a station that required &#8220;a carnivore, not a grazer.&#8221; I have the good fortune of working with media companies across North America, and I can [&hellip;]<\/p>\n","protected":false},"author":2,"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-911","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Your 2015 Sales 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\/your-2015-sales-culture\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Your 2015 Sales Culture  - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"You can learn a great deal about the way a company does business by reading their help wanted ads. 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