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What Just Happened Here?

by | May 17, 2016

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Let’s face it — the world of broadcast is changing, and your team doesn’t have time to waste chasing outdated leads or second-guessing who the right contact is.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 Reps spend valuable time hunting down contact names, verifying titles, guessing email formats, and navigating outdated org charts — often just to be met with radio silence.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!

The meeting is going along swimmingly. You prepared for it, you know their objections and have a solid plan for them. This is a big one and you have been working for a long time with the promise of a big payoff. Ideas are flowing and strategies plotted. You are talking to the decision maker, and you have determined that they have the money, interest, you have their target audience this is going to end up great!

And then it takes an ugly turn.

They just want to run it by their new agency. The decision maker (so you thought) isn ‘t really the decision maker. They have met before you came in with your fantastic and targeted presentation, and they think this might be a better idea. Things go south rapidly. You are blindsided with new information. The tone changes and the temperature drops. Your jaw dropping (figuratively or literally) you scramble to recapture the great momentum and feeling you had earlier in the meeting. But damage has been done. This deal is doomed.

So now what? What are your options, other than hiding your unfavorable outcome from those who are depending on you to bring that business in?

  • First, lick your wounds.Go fishing, vent to your BFF, go for a run. Do what YOU need to do to get control of your emotional and guttural response.
  • Analyze the situation . If it wasn ‘t under your control, know that and come to grips with it. If it was information you should have had but missed, be honest and figure out why. Did you ask all the right questions? Did you, perhaps, not fully listen, not want to know, or not read the writing on the wall? Did someone with another agenda have their ear? The truth may hurt, but you don ‘t want to find yourself in that position again if it is avoidable.
  • Determine if the situation (and the relationship) is salvageable. And if not now, then into the future.

And about those options. Now what?

  • Try again. Re-establish credibility or the relationship with the new decision maker, the agency or the decision maker who changed course on you. This make take an investment of time. Then, when the time seems right, go for the grand slam home run again.
  • Compromise and accept less than you had thought and planned for. This may be an investment also one in which you can keep in the game, but not at the level you anticipated.
  • Walk away. If there is collateral damage with trust or relationships from your customer or from you, it may take more time and effort than you want to invest. Spend that energy and your knowledge on someone who appreciates what you bring to the table. Move on.

You control your business. And while you do have accountability to your management, you ultimately decide your options. Use your media sales CRM to find more prospects who deserve you. They are out there.

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