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Why We Think YOU Should Be in Control of Your Rate Card

by | May 3, 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Let’s face it — the world of broadcast is changing, and your team doesn’t have time to waste chasing outdated leads or second-guessing who the right contact is.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 Reps spend valuable time hunting down contact names, verifying titles, guessing email formats, and navigating outdated org charts — often just to be met with radio silence.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!

May Blog - Rachel

ShareBuilders has always given you the ability to customize the setup of your rate cards, but did you know that now you can edit them before you download? This ability comes thanks to ShareBuilder Pricing, our new, web-based version of ShareBuilder.

Are we crazy to give you that much control over your rates? No, not at all.

Does that mean we don ‘t believe in the science behind the rates we give you? Absolutely not. We ‘ve been doing this for over 20 years and we know that our approach works.

Giving you this flexibility is simply the next step in the evolution of our partnership with clients.

ShareBuilders learned long ago that the most successful way for sales managers to use our product was to do so in consultation with our forecasting experts. By creating a realistic forecast every week through a productive discussion of current market conditions and past historical trends, we could give our clients rates that would get them to those forecast numbers.

Those weekly conversations are the secret sauce that sets ShareBuilders apart from other pricing tools. It ‘s one thing to plug in budget or a corporate forecast and let a system do some math and spit out some numbers. Sure, those rates should get you to goal, but how does a system like that account for the fact that Kroger just canceled the rest of Q2, or that your market experienced several days of severe weather and now you have to make good all those spots that got preempted during live coverage? At ShareBuilders, your consultant has many ways to help you tweak your rates to adjust for those situations.

That being said, we recognize our clients aren ‘t going to love every rate we give them, even if we preemptively make adjustments. ShareBuilder Pricing is designed to give you the lowest rate that supply and demand will allow. We are the floor, and we stand by our promise that using these rates will get you to forecast. However, our clients understand better than we ever could that sometimes there are reasons that those rates won ‘t work, even if math says they will. Here are some examples:

  • The show ‘s demand may be inelastic. No matter how low you go, you ‘re not going to increase sell out. In that case, why go for the floor? Set the rate as high as you can without affecting the number of units they ‘ll buy.
  • You ‘re the big dog in town and you need to keep your rates higher to bring in the market. We see this sometimes in our smaller markets and we get it. Your strategy has to be different when you ‘re commanding a significantly larger share of the market.
  • You simply won ‘t go below a certain rate on local news programs. Your consultant may argue with you on this one, but at the end of the day, you ‘re the one responsible for bringing money into the station. We know that you got yourself in the manager’s seat by being a good salesperson and sometimes your gut does win over data.

Our ultimate goal is to save you time on your rate card by allowing you to edit rates in Pricing before sending them out to your team or uploading them to a system like WOMS. We know that almost every client uses our rates cards a little differently. Some treat our cards as the absolute authority and send it straight to their team without changing a thing. Others might use us as a guideline to create their own rate card. We know some never look at them at all because they value a different aspect of our service. Whatever the scenario, we want to be your partner in putting out a rate card that works for you and your team.

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