Whether you are working with an organization that reps your site or selling directly to national marketers, these ten tips will maximize revenues. They are summarized from a presentation by Joe Larkin, Vice President of Sales for Village Voice Media Group, the largest selling alliance for alternative weeklies speaking at the Association of Alternative NewsMedia (AAN) 2012 Online Conference. more

Just when you were getting up to speed on how key words affect search traffic, traffic is moving sideways via Facebook, Digg, Stumbleupon and other sharing tools. There is a method to creating sharable content. Here are five tips from Jack Krawczyk, of StumbleUpon who has analyzed, literally, billions of referrals to come up with these tips. more

With two/thirds of the digital spend from SMB's going to marketing and promotions, an increasing number of local media companies are offering non-traditional media services, and a few have started in-house agencies. This 14 page report summarizes current models for setting up an inhouse agency, including core staff, products and pricing, key lessons learned, target accounts and handling sales. more

One of the first successful ad agencies started by a local media company, Times Digital Group is a year old with a variety of major accounts. President David Cate and Business Development, Patrick Savage walks us through their formula including: Formation, staffing, products, and the secret sauce that make an in-house agency successful. more

Here's how The Nashville Tennessean created an inhouse agency that billed $2.6 million in 2011, 50% of which was its own media products. Included are personnel issues, required vendors and recommendations for these, and lessons learned. more

These top recommendations for 2012 were generated  both for - and during - seminars  at American Press Institute's December 2012 revenue conference for small media.  They include … more

Back to basics means a healthy sales department that can "block and tackle" to increase digital revenues. Here are 15 basic steps from Robert Granfeldt, VP Digital Media, who recently executed an 85% year over year gain in 2011. Included are four worksheets to calculate a realistic assessment of your site sales - and sales reps contributions - plus metrics for pricing your site that show its full potential. These metrics are applicable across media more

Once a deal program is up and running, new best practices for increasing deal revenues are emerging, that involve only a minimum amount of in data-mining and extra mailings. Here are four initiatives that leverage deal assets to obtain even more revenues, with copies of promotional materials. more

This case study looks at the digital services model used by Dow Jones Local Media Group. Its strength is combining a variety of services for local merchants who are shifting marketing dollars to digital - but not to advertising. Included is the organizational structure, products, vendors, sales force issues, and results for the first three months. more

Sales of a a package of pure digital products and services rolled out this summer at Morris Communications-owned Jacksonville.com. This report looks at the four components of the SoLoMo package; marketing materials; sales strategies; critical vendors and customer support. The program generated immediate interested and about 100 sales across three markets in the first months. more