This sales drive at Journal Register is enterprising in its shere simplicity: $94 a week packages generated $740,000 over a period of one month across multiple markets. Here is the anatomy of how the packages were structured the sales drive put together by Blinder Group. Update: This drive has now yielded more than $1 million in new contract revenues. more

Gannett-owned Fort Myers News-Press.com has not just been proactive in building digital revenues; it doubled online revenues in the last year. Their key advantage is a full blown training program including classroom style corporate university. Here are ten key sales force strategies that yielded great results, from Brian Hellman, Digital Advertising Manager, News-press Media Group. more

In the small city (population 100,000) of Odessa, a multi-media sales department includes product managers who go on sales calls and report to the ad director. 60% year-to-year online sales growth have offset declines in national print revenues, and sell-through is in the 70% range. Here is how it works. more

The Bangor Daily News' newly consolidated sales team retrained and launched its digital sales using a step-by-step approach starting with simple SOV packages, and "sold out" the first 20 packages in two weeks. Here's how the team, which included Online Sales Manager, Nicole Stevens, and Consultant, Jane Bogue, put the initiative to work. more

Chris Edwards, VP of Sales and Customer service at Source Media group, had no direct background in media. But in 2009, he was tasked with organizing a multi-media sales organization (broadcast, print and online properties) to achieve 60% year or year digital growth. Here's a case study on his approach. more

Show us the compensation system and we'll predict the behavior of the organization. Building new business models means that compensation has to be realigned. Here are seven best practices in use by sales managers having great success - more than 50% year-to-year increases - in digital selling. more

If you have not yet surveyed local advertisers to find out what they want from media sales representatives, here are some results from a 2009 Palm Beach Post survey, summarized by Chuck Gerardi, Vice President of Revenue Development. more

There are a few must-have technologies to grow digital sales that all local media companies should have in their arsenal to do what interactive media does best: targeting and conversion-tracking. more

The local media sales force of the future will be comprised of digitally savvy experts able to tailor suite of products and services to deliver measureable results for clients. Legacy media will be an important but smaller portion of total revenues. But only a few, companies, are moving at sufficient pace to accomplish this transformation in time to replace diminishing legacy dollars. Among them, Hearst Newspapers' Chron.com stands out. Typically the beta site for new product launches, the site's sales force is the number one in sales in the Yahoo Consortium. VP of Digital Sales, Stephen Weis, shared his strategies in transforming Chron.com sales culture with us. Here are ten key take-aways from that interview: more

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