Taking full advantage of political advertising requires a strategic plan. Even broadcast sites with sold-out onair inventory can create more digital inventory and sell new audiences (email, opt-in, etc.) via partnerships. This white paper gives a step-by-step go-to-market battle strategy, and a worksheet to create a political advertising plan. Included are case studies from two local media companies who have successfully ramped up revenues and and a slide deck of statistics to use in competitive messaging. Get ready for the 2014 political season. more

Selling to individual agents has always been problematic for Bay Area News Group. A new initiative by Director of Real Estate, Eric Bloom, however, allows the company to market to agents while letting them order both ads and programmatic delivery self serve. Here's how it works. more

The local media sales force of the future will be comprised of digitally savvy experts able to tailor suite of products and services to deliver measureable results for clients. Legacy media will be an important but smaller portion of total revenues. But only a few, companies, are moving at sufficient pace to accomplish this transformation in time to replace diminishing legacy dollars. Among them, Hearst Newspapers' Chron.com stands out. Typically the beta site for new product launches, the site's sales force is the number one in sales in the Yahoo Consortium. VP of Digital Sales, Stephen Weis, shared his strategies in transforming Chron.com sales culture with us. Here are ten key take-aways from that interview: more

It's difficult to run work from home teams - but not impossible. Large companies are experts at it, but for local media companies with their history of mentor-style training and rigid in-the-office/out-of-the-office rules managing work from elsewhere employees is a challenge. Here are some tips from Morris Publishing Group, a company whose digital managers or sellers report to a corporate office and work out-of-home or car. more

If you have not yet surveyed local advertisers to find out what they want from media sales representatives, here are some results from a 2009 Palm Beach Post survey, summarized by Chuck Gerardi, Vice President of Revenue Development. more