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

Recently I sat in on a sales call from Yext - and watched it go irreversibly south. Here's what happened. more

Welcome to 2014. While everyone is back at the gym, I thought this might be a time to set the stage for managing your media business this year with a fitness metaphor. more

The biggest problem in forming digital agencies is recruiting and training a team of digital hunters. Here are nine best practices shared by Greg Walls, VP Reseller Channel, LocaleEdge, at the 2013 Digital Agency Summit. LocalEdge fields hunters selling digital services starting at $395 a month in 117 markets. more

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

Twitter is a great way for brands to communicate one-to-one with potential customers. But how can they do this at scale, and turn Tweets into customers? One solution is Social Compass. Created by Hiplogiq, the platform provides a tool for marketers to listen, respond and insert offers into Twitter conversations. The company offers it's platform on a white label basis to media and agency resellers. This review shows how the system is used, including pricing strategies, top categories, a list of suggested search terms for the best categories, plus strengths and weaknesses. more

Merchants are more interested than ever before in ROI. In fact, a BIA Kesley survey shows they are planning to increase spending in digital marketing, but in fewer channels - keeping those that show measurable results and cutting out those channels that do not. Use this quick list of measurement tactics, shared by Amie Stein, Director of Training and Development at Local Media Association at the 2013 Digital Agency Summit, and turn them into ROI estimates. more

Margins are thin, and most of the money goes to Google. However, media companies successfully selling Google AdWords claim it's not only worthwhile, but also "foundational" to digital agency services. Here are ten tactics to make your Google Adwords sales ar profitable from day one. These tactics comes from Amie Stein, Training and Development Director, Local Media Association and key media AdWords sellers at the 2013 Digital Agency Summit. more

Whether or not to sell Google AdWords was hardly a question at the 2013 Digital Agency Summit, produced by BIA/Kelsey and LocalMedia Association. The majority of media leaders speaking in the digital services space voted "Yes, but... " Here are the cons: Margins are thin - the least of any digital service, and most of them are have thin margins to begin with. Plus media executives don't like the idea of training merchants to advertise somewherelse. But don't count out selling Google AdWords just yet. Even leaders like Chris Lee, President of Deseret Digital, consider Google AdWords "foundational." more