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

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

What does it take for digital sales representatives to be up-to-speed? A constant learning environment. This report aoutlines a roadmap for transformative results. Included are links to on-site resources free to members. 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

In digital campaigns advertisers are more willing to “buy the customer” with a great offer in exchange for information. But there is an art to the outrageous offer. David Fowler of AdsUP is expert in designing ads with high-power conversion rates. Here are ten guidelines to creating outrageous offers that out-perform. more

The best local geo domain names are pure city.com brands, mostly owned by an entrepreneurial group some of whom started collecting portfolios of names thirty years ago. So is there room in the market for local media to buy or register names? Here are some answers from domain experts at the 2010 GeoDomain Expo. more

Learn from the expert and create great contests with these ten tips from Jason Erdahl, at the Minneapolis Star Tribune. more

Super-blog manager Deb Markham makes finding and keeping a stable of free bloggers look easy. The online community producer or HamptonRoads.com at the Virginian-Pilot newspaper, Markham developed 35 to 40 community bloggers posting about a dozen items a day on the site. Topics range from religious to political to bar stories and the bloggers are equally diverse. Here are her top ten tips. more

Yellow page directory companies got a head-start on other media in transforming their companies to interactive media. In particular, YellowBook.com is on track to double 2009 online sales to $400 million in 2010. At Borrell Associates Local Online Advertising conference, Patrick Marshall, Chief New Media officer, gave ten keys to success. more

Straight from the Borrell Associates' 2010 Local Advertising conference, we selected the ten strategic areas that all local media companies need to focus on this year, from search to promotions, from domain name strategies to politics. more