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Three Milestones for Forecasting Success

by | Aug 24, 2023

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Let’s face it — the world of broadcast is changing, and your team doesn’t have time to waste chasing outdated leads or second-guessing who the right contact is.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 Reps spend valuable time hunting down contact names, verifying titles, guessing email formats, and navigating outdated org charts — often just to be met with radio silence.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

Aug Blog -Anita

Project managers are pros at managing long, drawn-out jobs because they set checkpoints to verify their progress. As sales professionals, we can learn something from their playbook. If we don ‘t check milestones along the way, we will probably miss clues that can keep us from hitting our numbers.

Milestone 1 Teach your sales team to give you REAL pending.

Aug Blog -Anita (1)As you get to know your sales team, you will learn who excels at calling pending vs. those who are spouting pie in the sky numbers. You are accountable for your forecast, so you must trust the people reporting back. At ShareBuilders, we can work with you to determine if the pending number you are given is an actual possibility. Providing that data during your weekly call is crucial to the forecasting conversation.

Milestone 2 Use ShareBuilder ‘s forecasting tools to check against pending and react if necessary.
Forecasting-1080x675Our forecasting tools allow us to analyze how much business is typically written from this point forward in the month or quarter. Do you have 20 points to go before you realize your number? We can tell you if you have ever written that amount of business in the past. This encourages intelligent discussion about how accurate that pending amount might be in this current environment.

Milestone 3 Keep Revenue Potential within 5% of your Quarterly Forecast.

When the entire market is tight, it can be tempting to dive and grab as much share as possible. This may be the correct strategy early on, but it can backfire quickly if you don ‘t pay attention. Revenue Potential is an excellent check to verify if you can reach your forecast with current sellouts and AURs. Once you get inside the quarter and paid is all entered, Revenue Potential can highlight your ability to hold your forecasted number without bumping orders out.

Revenue Potential is calculated as follows:

Current Booked Revenue + Unsold Inventory at ShareBuilder Recommended Rates

Is the Revenue Potential number significantly lower than your current forecast? If so, you need to adjust quickly by raising rates for your unsold inventory OR accepting that you will be bumping out cheap rates and potentially alienating some customers. If Revenue Potential is higher than your current forecast, you can certainly hold your forecast, assuming you continue moving inventory and don ‘t overprice.

We can use many other checkpoints to help you stay laser-focused on accurate forecasting. Talk to your ShareBuilders Consultant about these and other options.

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