Just getting started? These ten basic steps to a winning strategy mobile are gleaned from the smartest sellers of mobile advertising in 2012. They boil down product, pricing, packaging, sales teams and target accounts, and partnerships. A lot of moving pieces, but this is what makes good programs work. more

A typical city weekly carries 20 to 60 restuarants a week, and hundreds for a dining guide and a couple of thousand a year. And these are all migrating to digital services. The key to selling restaurants online is to have “the big idea” for the campaign, whether it's digital or broadcast. With digital advertising, however, the every campaign needs to have a great concept. Here is a list of advertising concepts that get results for restaurants. 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

Audience extension means selling advertising on other properties not owned by the media site. Usually these buys add audiences targeted by behavioral interest, channel or location. Today, geo-fencing around merchant locations is in high demand, and requires adding audiences from additional media properties and apps to get to any kind of significant buy. This report gives ten best practices media with successful programs do right. more

The wedding franchise is a multi-million marketplace in most towns and cities - and in many cases up for grabs as new promoters, media and verticals get into the race for dollars. This 20 page report shows examples of the five core strategies local media need to win the category, and how to put them together. Included are the strategies from companies who have won their weddings and now operate six figure per market franchises. more

Most media executives use LinkedIn to create professional one-to-one networks or research advertising prospects. However LinkedIn can also provide inbound leads for workshops, contest sponsorships, and new product launches. This report shows how to set up a program using sponsored updates, how to create a content schedule, and converting likes and follows into leads, and other practical tips. 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

Here are five best practices on using Buzzboard as a selling tool, provided by Richard Cowan, Digital Sales Manager, 435Digital, the interactive agency of the Chicago Tribune. Cowan has 19 sales reps using the tool for small and large accounts, with plans to hire ten more. more

What do top reps do prior to going on a call? Here's a list of information about the client that top reps find out before each appointment, and the sources they use. It only takes a couple of minutes to be prepared. Better is better. more

There are a few must-have technologies to grow digital sales that all local media companies should have in their arsenal to do what interactive media does best: targeting and conversion-tracking. more