Inventory Management During Election Season: What You Need to Know
by ShareBuilders Team | Oct 30, 2020
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Let’s face it — the world of broadcast is changing, and your team doesn’t have time to waste chasing outdated leads or second-guessing who the right contact is.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 Reps spend valuable time hunting down contact names, verifying titles, guessing email formats, and navigating outdated org charts — often just to be met with radio silence.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:
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The correct contact with title, email, and phone number
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A full DISC assessment of the contact you are reaching out to
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Pain points and insights for every account
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Brand logos, colors, and taglines
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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:
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Identify Relevant Contacts: Stop guessing and start connecting with decision-makers and influencers.
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Keep CRM Records Up to Date: Automatically capture changes in leadership, ownership, or structure across brands and stations.
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Craft Stronger VBRs: Leverage insights to tailor outreach based on real business context and market dynamics.
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Accelerate Sales Cycles: Spend less time researching and more time selling.
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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!
Forecasting for the political season is no simple feat. There are so many moving pieces, and they change every election cycle.
Don ‘t worry: There are ways to forecast successfully, and if you do, you ‘re more likely to maximize your revenue.
Determining Your Spot Availability During Election Season
Estimating the political dollars you ‘ll get during an election season can be especially daunting.
If you plan for too little or too many political ads, you run the risk of losing money.
If you underestimate the number of political buyers, you won ‘t have room for everyone who wants to buy. But if you overestimate the political interest, you ‘ll have too many open spaces not being filled.
That ‘s why it ‘s crucial to treat election season as its own entity, and remember that no two election seasons are the same. You can use historical data to get a feel for what will work best, and refine that based on today ‘s climate and trends.
This is no ordinary election season, either (and subsequent elections may be the same) – it ‘s compounded by COVID-19, and all media companies are feeling the squeeze. Keep that in mind, especially for pricing. Issue buyers might be spending differently than they have in past years, and core buyers may be particularly sensitive to election time price increases.
Deciding on an Election Season Ad Mix
Most of the year, your ad spots are going to your core buyers. But in the weeks leading up to an election, there are obviously more political buyers in the mix.
If you have a lot of interest from political buyers, that ‘s likely to edge out some of your core buyers. There ‘s only so much air time, so someone will lose out on a spot.
It makes sense that election season ad prices are higher, because spots are more in-demand. But you could alienate core customers if your rates skyrocket. So, how do you determine your mix of political ad space and pricing?
This is where data can be the leg-up you need to successfully forecast a political buying season. Look at historical data to see what has worked before, and look to current trends to understand what ‘s going on in the country right now. A combination of past and present data will give you a more complete picture to make your estimates.
ShareBuilders can improve your inventory management across the board. Request a demo today to see how:
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