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What Does Going Back…” Look Like Now and in the Future?

by | Jun 17, 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Let’s face it — the world of broadcast is changing, and your team doesn’t have time to waste chasing outdated leads or second-guessing who the right contact is.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 Reps spend valuable time hunting down contact names, verifying titles, guessing email formats, and navigating outdated org charts — often just to be met with radio silence.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:

  • 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!

Yellow road sign with back to work as caution

Your area may have tighter restrictions, and you may have some people who are uncomfortable going back to an office situation; or they may have temporary child care or care of someone ill that makes the daily commute a hardship. You may have come to realize that some people are as, or even more, productive when working remotely. But, how can you tell if your team has been moving the ball forward? Using Efficio, here are some ways you can get some insight into their productivity since they left the office setting:

  • Have they been totally transparent with their activity? This comes with keeping good records of what they were doing. You can see this in their pending, their next step activities, and if their contacts are in the system.
  • Have they been consistent? That means they should have been updating activities regularly and moving pending through the sales process. They should be inputting this information at least daily to not only keep track of their business and next steps, but to allow for transparency.
  • Did they set any goals during this time, and did they meet them? Perhaps that is a number of people to touch each week. Perhaps it was aninitiative tied to the circumstances. Perhaps it was to focus on a secondary budget, such as digital, or a business category such as restaurant take-out. Perhaps it was a mutually agreed upon re-forecasted budget goal. They shouldbe prepared to show progress to those goals and success in achieving them.
  • Did they demand time from you? Hopefully, they wanted the boss to know what they were working on and asked for your guidance and blessing. Try pulling a Program History Report in ShareBuilder. This will help you better understand what happened in the past to make better recommendations for the future!
  • Did they make any in-person calls, assuming they were able to at a social distance? Breaking that traditional routine may not mean they didnt see people, once allowed. Did they at least have online meetings with customers with the video on?
  • Did they show up? Were they on time for your online meetings? Did they answer your texts/emails/chat in a timely manner? You may need to require going into the office for sales meetings, to talk to production, etc. Will they be there on time and with a smile?
  • Sell stuff. Yes this is obvious, but there has to be results in order to get the benefits. Hopefully, they used Efficio to come up with ideas, such as who was on this time last year or to target certain categories.Dont forget to utilize inventory charts in ShareBuilder too! Look for areas where you can encourage your team to push for higher rates (or get super aggressive as needed).

Once you see if your team can be productive without working in the sales pit, you may consider that when managing your team in the future. If you need any help looking at any of these metrics, Efficio can help guide you through it.

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