The Pottstown Mercury may serve a small community but in December the town is alive with Holiday events and Christmas tree sales at local farms. Online sales manager, Jared Semet created a new kind of holiday guide, by showing merchants with holiday-oriented events on a hand-drawn map. Here's how the map was put together, what made it work so well, merchant response and revenues from 2010. more

Deseret Media's KSL.com launched their department in January, 2010. Today the department employs 19 part-time people in telesales people billing $240,000 a month in sales of digital media, with the average sale of just $260. This case study explores products, pitches, hiring practices, compensation, and management. more

Kirk Davis, CEO, Gatehouse Media, is tasked with transforming a group of 300 newspapers many of them in very small cities that sprawl across the east coast of the U.S. What does he think about first? People strategies. Here are ten take-aways from his talk at the SNA/Blinder Revenue Summit, on people: Hiring them, firing them, changing them. more

What happens when 300 local newspaper publishers are required to personally ask their ten top advertisers the same questions? The answers inform strategies and sales pitches, and help transform leadership. Here is how the project worked, and the answers they got back. more

Which daily deals will sell in the five and six figures is not predictable. But the largest group deal site in Toronto, WagJag, part of Toronto Community News, has more than is share to explore for trends. In addition to a giant e-mail list and massive promotions, deal selection is part of the formula for creating monsters. Here are some of the biggest deals, plus and tips for getting them and handling them, from Regional Director of advertising, Tim Corcoran. more

The Oklahoman launched a sales contest in 2011 that drove more than $2 million in new revenues, and transformed the organization. The contest includes aggressive, sports-themed teams, swtiching sales managers and dropping siloed sales roles. Here's step-by-step how they did it, with results and lessons learned. more

Examiner.com is the tenth largest 'news' site in the country, with 22 million page views and 70,000 bloggers - all covering local topics. So how is the company planning to generate revenues? And are they worth worrying about in your market? Here are their top markets, top categories and seven revenue strategies for 2011. more

Cox Media is just completing a major drive to retrain 1200 employees in digital using a team of outside trainers. Here's who they chose, how they scaled the training and measured results. more

Second Street Media selected two newspapers and one television station to share their best practices for gaining more revenues from their daily deals. Included is insight from KY3.com television site's top digital executive, Kent Olglesby in Missouri; Kelly Klein, director of sales at STLtoday.com, owned by the St. Louis Post Dispatch; and Courtney Caldwell, Digital Sales Manager of the Statesboro Herald in Georgia. Here is a summary from the webinar presented to Second Street's partnering media companies. more

A group of newspaper sites found a way to turn an expensive proposition - improving "related stories" links - into a paying one. Find out which vendor they chose and how the system works to generate cash flow. more