Advertiser churn - the number of advertisers who do not continue with your company - is notoriously difficult to track.  Are they just "taking a break" or "seasonal" as the sales rep contends? more

Show us the compensation system and we'll predict the behavior of the organization. Building new business models means that compensation has to be realigned. Here are seven best practices in use by sales managers having great success - more than 50% year-to-year increases - in digital selling. more

One method of interviewing for key strengths is to use "behavioral testing," by creating a series of experiential questions. Simply put, ask the candidate to recall a specific time in which they demonstrated the quality you are looking for. Here is a list behaviorial questions for key telemarketing strengths from Cape Sales Development, a leading telemarketing outsourcing company and trainer in the local media space. more

Gannett-owned Fort Myers News-Press.com has not just been proactive in building digital revenues; it doubled online revenues in the last year. Their key advantage is a full blown training program including classroom style corporate university. Here are ten key sales force strategies that yielded great results, from Brian Hellman, Digital Advertising Manager, News-press Media Group. more

To get the best thinking from the field on pricing methodology, we interviewed 15 sales managers of sites with at least 10% of advertising revenue from digital product and 60% sell-through rates for digital ad impressions. Here is their practical advice on pricing models that work: more

Learn by example: The hottest categories for selling premium ad units from June's Top Premium Ad Challenge. Here is a list of seven red hot categories we found and campaign examples. Please log-in to see the report. more

A store selling scooters in Denver went from "dormant" advertiser to Top Ad winner for outstanding results in a multi-media campaign sold by Bert Ross at Westword, a City Weekly. Find out how they did it, including the programmatic buy, front-loaded schedule and results from each element. more

Digital First Media was one of the first print companies to give video cameras to sales reps and reporters. But what kind of training do sales people need to use the devices in the field? At the Pottstown Mercury, video sales projects range from multi-media dining guides to Bartender of the Year Contests. Jared Semet, Online Sales Manager, shared this video starter kit. more

The most successful agencies were on hand to share their experiences at the 2013 Digital Agency Summit, produced by BIA/Kelsey and the Local Media Association. Here's a round-up of ten top "take aways" attendees noted at the end of the two days. more

Chris Edwards, VP of Sales and Customer service at Source Media group, had no direct background in media. But in 2009, he was tasked with organizing a multi-media sales organization (broadcast, print and online properties) to achieve 60% year or year digital growth. Here's a case study on his approach. more