More merchants are interested in building a fan base, or linking promotions to their fan page on Facebook. Selling Facebook services is doing very well - from contests, to custom pages, to calenders of posts. But what is the value of a Facebook name and other key statistics to sell these programs? Here are four key stats to use with sources and weaknesses. more

LMI's surveyed members to find best local uses of QR code looks at how radio and television stations to create edgy promotions and build revenues. This report looks at two companies we found with the most experience in this sector, CBS radio in West Palm Beach and Entravision, a group of Hispanic radio and TV Stations, plus one talk show host who uses them onair. The full report also shows numerous visual examples and resources. more

This aggressively structured compensation plan for part-time telesales people is roughly modeled after the one used by Todd Handy, Director New Media, Deseret Digital Media. The concept is to start with an hourly, part-time rate, and then use bonuses to double that that amount, but only if the sales person meets goal. A multiplier is used to scale the percentage of the bonus. more

Deseret Media's KSL.com launched their department in January, 2010. Today the department employs 19 part-time people in telesales people billing $240,000 a month in sales of digital media, with the average sale of just $260. This case study explores products, pitches, hiring practices, compensation, and management. more

Source Media in Cedar Rapids, Iowa, recently deployed a new media agnostic team of four "hunters" and reorganized it's existing team to focus on growing the new accounts. Find out how they did it, and the early results. more

What does it take for digital sales representatives to be up-to-speed? A constant learning environment. This article maps out a variety of simple training methods which, when put together are transformative. 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 key for digital sales teams to set more appointments is not just to lead with digital. The top 20% of successful appointment setters have phone techniques they use over and over to get past gate-keepers and overcome resistance of decision-makers. Here are some of the best from Mike Brooks, whose company, mrinsidesales.com ,trains on how to work the phones to get more appointments. more

Long Island Radio Group shifted its business model to build a standalone coupon site, yourli.com. Here's their formula and lessons learned from this transformational initiative, winner of a Borrell Associates 2010 Innovation Award. more