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5 Things Your Sales Manager Wants to Know

by | Feb 21, 2013

Why waste time on cold calls when you can make 25 warm, value-driven touches in the time it used to take to make five cold calls?

Let’s face it — the world of broadcast is changing, and your team doesn’t have time to waste chasing outdated leads or second-guessing who the right contact is. Every call, every email, every outreach should be strategic, and that starts with having the right data.

That’s where Data Enrichment, powered by the ShareBuilders Assistant, comes in.

The Hidden Cost of Cold Calls

Cold outreach is the least efficient part of the sales process. Reps spend valuable time hunting down contact names, verifying titles, guessing email formats, and navigating outdated org charts — often just to be met with radio silence.

It may not be that your pitch is wrong. It’s that your data isn’t working hard enough for you.

Data Enrichment solves this by doing what no spreadsheet ever could: it intelligently fills in the blanks, updates stale records, and gives you the confidence that your message is reaching the right person at the right time — with the right message.

Smarter Outreach Starts with Enriched Data

Imagine opening your CRM and instantly seeing:

  • The correct contact with title, email, and phone number

  • A full DISC assessment of the contact you are reaching out to

  • Pain points and insights for every account

  • Brand logos, colors, and taglines

  • Past activity and pending revenue, all in one view

That’s not a dream — it’s data enrichment done right.

Powering Personalization with Purpose

Today’s buyers don’t respond to generic outreach. They respond to personalized, value-driven conversations that prove you’ve done your homework. That’s why Data Enrichment doesn’t just clean up your CRM — it powers strategic VBRs (Value-Based Reasons) that connect to real challenges and opportunities.

Whether you’re prospecting new business, upselling, or renewing, your team can confidently engage with messaging that resonates.

With the Data Enrichment Assistant, your team can:

  • Identify Relevant Contacts: Stop guessing and start connecting with decision-makers and influencers.

  • Keep CRM Records Up to Date: Automatically capture changes in leadership, ownership, or structure across brands and stations.

  • Craft Stronger VBRs: Leverage insights to tailor outreach based on real business context and market dynamics.

  • Accelerate Sales Cycles: Spend less time researching and more time selling.

  • Drive Higher Response Rates: Personalized, relevant outreach cuts through the noise and earns replies.

More Than a Tool — It’s a Revenue Strategy

Data Enrichment, powered by the ShareBuilders Assistant, is more than just a feature. It’s a sales enabler designed specifically for media sales teams who want to get serious about performance.

For national reps juggling dozens of accounts or local sellers trying to stand out in a competitive market, data enrichment means every touch is smarter, faster, and more likely to convert.

Built for Media Sales. Backed by ShareBuilders.

At ShareBuilders, we’ve spent decades helping media companies grow smarter and sell better. We know how fragmented ownership groups can be. We know the importance of timing, trust, and targeting. That’s why our Data Enrichment is purpose-built for the unique needs of your industry.

So whether you’re working in television, radio, out-of-home, or digital, we’ve got your back.

Ready to Activate Warm Leads at Scale?

Reps shouldn’t have to choose between volume and value. With ShareBuilders, they don’t have to. The Data Enrichment Assistant transforms your sales outreach by turning disconnected data into connected opportunities. Click the button below to learn more or book a demo!

Let's Talk Data Enrichment!
Managing up is the key to success Managing up is the “key” to success!
Street locksmith, from ‘Street Life in London’, 1877, by John Thomson and Adolphe Smith. LSE library.

As a sales person, a vital part of your success is creating a brand for yourself. How you are perceived by those in your sphere of influence has a significant impact on your overall career and life success. You want a positive brand image with peers, internal and external clients, and most certainly your boss.

How often do you analyze your brand? Many refer to what I am discussing here as managing sideways, up, or down. This is key to overall job satisfaction and success in the workplace. In this article I want to focus on managing up, meaning managing the relationship with your boss.

Here are five things you should want your boss to know about you:

  1. That you bring a great attitude to your work environment every day. You come to work focused, prepared, and positive about your business and activities for that day and beyond. Your peers and co-workers like and respect you because of what you bring to the operation daily and how you handle your relationships both internally and externally.
  2. That you understand that the effort you give is commensurate with the opportunities you receive. Deliver great results for the clients you currently have on your list before looking for clients to add to that list.
  3. That you are open to coaching. This is one of a couple of real keys to your brand with your managers. Do you take constructive criticism as it is intended? Have you listened intently to the feedback you get from your boss and tried to engage and activate some of those suggestions in your daily life, or do you blow it off or not pay attention to training and feedback? The reality is, if you are more productive, the sales team as whole may be more productive and your boss will be viewed as more productive, so what do you have to lose?
  4. That you are capable of developing new business. Many account executives can easily work established accounts, but in today ‘s world, being a rainmaker is an important component of one ‘s success. Do your current clients believe that working with you provides ROI? Does that they generate referrals that allow you to pave new relationships, which results in new sales for both you and your company? Hunting and farming are keys to sales success.
  5. The final, and possibly the most important key to managing up, is that you embrace transparency. Are you open to your boss inspecting his or her expectations of you? Are you prepared and ready to be transparent in your one-on-one meetings with your manager? Do you communicate openly with your boss? Are you clear on what the goals are and what success looks like? Are you comfortable with your sales efforts being inspected and measured?

The relationship between a supervisor and a direct report is greatly enhanced when you understand what your supervisor wants and needs you to do, and when you can get on the same page and accept those expectations on a consistent basis.

Being an active participant in your brand with your supervisor is essential to having a mutually beneficial relationship moving into the future.

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