{"id":961,"date":"2015-05-12T18:02:14","date_gmt":"2015-05-12T18:02:14","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=961"},"modified":"2016-02-05T18:11:19","modified_gmt":"2016-02-05T18:11:19","slug":"are-you-leading-or-following","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/","title":{"rendered":"Are you Leading or Following?"},"content":{"rendered":"\n\n\n
\n

When I was a rookie radio rep, it only took me only a few months to start out-billing the more experienced senior reps on the team. Why?<\/h4>\n

Not because I’m a genius, but because I knew my competition.<\/h4>\n

Back then, newspaper was our biggest competitor, and I had worked in newspaper prior to making the leap to radio. I knew newspaper’s strengths….and their weaknesses!Your competitors today live in an online and mobile digital world. You won’t be able to sell radio’s fit and capture a significant share of new media budgets in this age of electronic media if you don’t know your competitors better than your clients and prospects do.<\/h4>\n

Get online, be mobile, take night courses, and learn everything you can to be a true sustaining resource to your local advertisers. Otherwise, the next technically savvy rookie to join your team will be quickly out-billing you.<\/h4>\n

Contact Wayne@wensmedia.com<\/a> to inquire how we can help you sell more Radio advertising in 2016 and beyond.<\/h4>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

<\/a><\/h4>\n\n\n\n
\n

\u00a0 \"\"<\/h4>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n","protected":false},"excerpt":{"rendered":"

When I was a rookie radio rep, it only took me only a few months to start out-billing the more experienced senior reps on the team. Why? Not because I’m a genius, but because I knew my competition. Back then, newspaper was our biggest competitor, and I had worked in newspaper prior to making the […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","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":true,"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-961","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"\nAre you Leading or Following? - 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\/are-you-leading-or-following\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Are you Leading or Following? - ENS on Sales\" \/>\n<meta property=\"og:description\" content=\"When I was a rookie radio rep, it only took me only a few months to start out-billing the more experienced senior reps on the team. Why? Not because I’m a genius, but because I knew my competition. Back then, newspaper was our biggest competitor, and I had worked in newspaper prior to making the […]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/\" \/>\n<meta property=\"og:site_name\" content=\"ENS on Sales\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/ENSMediaUSA\" \/>\n<meta property=\"article:published_time\" content=\"2015-05-12T18:02:14+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2016-02-05T18:11:19+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/mlsvc01-prod.s3.amazonaws.com\/fac4cac7201\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg\" \/>\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=\"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\\\/are-you-leading-or-following\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/\"},\"author\":{\"name\":\"ensonsales\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#\\\/schema\\\/person\\\/74b922927ea9a0ddb2c3c3211c970180\"},\"headline\":\"Are you Leading or Following?\",\"datePublished\":\"2015-05-12T18:02:14+00:00\",\"dateModified\":\"2016-02-05T18:11:19+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/\"},\"wordCount\":177,\"publisher\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/mlsvc01-prod.s3.amazonaws.com\\\/fac4cac7201\\\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg\",\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/\",\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/\",\"name\":\"Are you Leading or Following? - ENS on Sales\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/mlsvc01-prod.s3.amazonaws.com\\\/fac4cac7201\\\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg\",\"datePublished\":\"2015-05-12T18:02:14+00:00\",\"dateModified\":\"2016-02-05T18:11:19+00:00\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/#primaryimage\",\"url\":\"https:\\\/\\\/mlsvc01-prod.s3.amazonaws.com\\\/fac4cac7201\\\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg\",\"contentUrl\":\"https:\\\/\\\/mlsvc01-prod.s3.amazonaws.com\\\/fac4cac7201\\\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/uncategorized\\\/are-you-leading-or-following\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Are you Leading or Following?\"}]},{\"@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\\\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g\",\"caption\":\"ensonsales\"},\"description\":\"Duane Christensen leads ENS Media and is the owner \\\/ operator of 9 Yards Marketing. For more than 20 years, he\u2019s worked alongside local radio stations, advertising clients and media sales teams\u2014helping businesses communicate better and helping salespeople become more useful to their customers. He writes ENS on Sales with one goal: practical ideas radio and media sellers can actually use.\",\"sameAs\":[\"https:\\\/\\\/www.ensmediausa.com\\\/\",\"https:\\\/\\\/www.facebook.com\\\/ENSMediaUSA\"],\"url\":\"https:\\\/\\\/www.ensmediausa.com\\\/ens-on-sales\\\/author\\\/ensonsales\\\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Are you Leading or Following? - 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\/are-you-leading-or-following\/","og_locale":"en_US","og_type":"article","og_title":"Are you Leading or Following? - ENS on Sales","og_description":"When I was a rookie radio rep, it only took me only a few months to start out-billing the more experienced senior reps on the team. Why? Not because I’m a genius, but because I knew my competition. Back then, newspaper was our biggest competitor, and I had worked in newspaper prior to making the […]","og_url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/","og_site_name":"ENS on Sales","article_author":"https:\/\/www.facebook.com\/ENSMediaUSA","article_published_time":"2015-05-12T18:02:14+00:00","article_modified_time":"2016-02-05T18:11:19+00:00","og_image":[{"url":"https:\/\/mlsvc01-prod.s3.amazonaws.com\/fac4cac7201\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg","type":"","width":"","height":""}],"author":"ensonsales","twitter_card":"summary_large_image","twitter_misc":{"Written by":"ensonsales","Est. reading time":"1 minute"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/#article","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/"},"author":{"name":"ensonsales","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#\/schema\/person\/74b922927ea9a0ddb2c3c3211c970180"},"headline":"Are you Leading or Following?","datePublished":"2015-05-12T18:02:14+00:00","dateModified":"2016-02-05T18:11:19+00:00","mainEntityOfPage":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/"},"wordCount":177,"publisher":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#organization"},"image":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/#primaryimage"},"thumbnailUrl":"https:\/\/mlsvc01-prod.s3.amazonaws.com\/fac4cac7201\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg","inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/","url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/","name":"Are you Leading or Following? - ENS on Sales","isPartOf":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/#primaryimage"},"image":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/#primaryimage"},"thumbnailUrl":"https:\/\/mlsvc01-prod.s3.amazonaws.com\/fac4cac7201\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg","datePublished":"2015-05-12T18:02:14+00:00","dateModified":"2016-02-05T18:11:19+00:00","breadcrumb":{"@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/#primaryimage","url":"https:\/\/mlsvc01-prod.s3.amazonaws.com\/fac4cac7201\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg","contentUrl":"https:\/\/mlsvc01-prod.s3.amazonaws.com\/fac4cac7201\/f5a065d9-6c44-4f16-a7c3-883ca38ef685.jpg"},{"@type":"BreadcrumbList","@id":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/are-you-leading-or-following\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.ensmediausa.com\/ens-on-sales\/"},{"@type":"ListItem","position":2,"name":"Are you Leading or Following?"}]},{"@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\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/bcf6a0f3ea1858de8bfda4a1e780fbdb6c0ee5c52677ae060b8525678536edf3?s=96&r=g","caption":"ensonsales"},"description":"Duane Christensen leads ENS Media and is the owner \/ operator of 9 Yards Marketing. For more than 20 years, he\u2019s worked alongside local radio stations, advertising clients and media sales teams\u2014helping businesses communicate better and helping salespeople become more useful to their customers. He writes ENS on Sales with one goal: practical ideas radio and media sellers can actually use.","sameAs":["https:\/\/www.ensmediausa.com\/","https:\/\/www.facebook.com\/ENSMediaUSA"],"url":"https:\/\/www.ensmediausa.com\/ens-on-sales\/author\/ensonsales\/"}]}},"jetpack_publicize_connections":[],"jetpack_shortlink":"https:\/\/wp.me\/peKYOs-fv","jetpack_sharing_enabled":true,"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/961","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=961"}],"version-history":[{"count":4,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/961\/revisions"}],"predecessor-version":[{"id":972,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/961\/revisions\/972"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=961"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=961"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=961"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}