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

Here are the 2014 best sales initiatives. Please log in to view. 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

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

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 know that Borrell publishes industry research and produces an important media conference. But what do media get from this research? And do you need it? LocalMediaInsider delves inside the reports to provide the answers. more

Many digital publishers think of Borrell Associates' data as big picture research, but it can also be used strategically by the sales department and even at the tactical level to walk away with more and larger orders from merchants. Attached are some sample slides that give an idea about what the research looks like and top ways to use the data in the sales department. more

Have you started selling political advertising for the 2014 mid-term elections? The most savvy media organizations are already in the field making contacts to pre-sell political campaigns and take advantage of historic spending levels. more

Have you ever wondered what competing digital marketers are pitching to your customers? Here's a typical presentation from Yodle, which sells digital marketing to 40,000 local businesses. Included are sales slides used, and our take on competitive strengths and weaknesses of the presentation. more

Teams of digital hunters that are high volume, low margin and challenging to build and manage. Here are tips for managing teams of digital sales force from Greg Walls, VP of Reseller Channel, LocalEdge. Greg … more