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Sales Tactics

Online Account Executives Deliver Revenue Results

Newspaper websites with dedicated online account executives have 87 percent higher online revenue than papers that rely solely on print AEs.

In addition, 59 percent of the total revenue came from online-only ads, according to the former Newspaper Association of America. The association’s data came from a Borrell Associates study. (more…)




CPM advertising

CPM Advertising Costs, Examples and Strategy

CPM advertising is a pricing model based on cost per thousand ad impressions.

It places a consistent payment rate on the number of times the ad is distributed, whether online or through traditional media. (more…)




Online sales report

Online Sales Report Gives 6 Insights for Success

Websites large and small benefit greatly from a good online sales report. It’s a high-yield tactic that requires little time and effort.

Even the smallest Web site will find useful insights from a simple report tracking sales performance. (more…)




Should You Sell Your Own Ads on Your Website?

Many publishers reach a point where they wonder if they should sell ads on their own websites.

They often already make money by displaying ads from Google AdSense, Media.net and other vendors on their sites. (more…)




Boost Ad Impressions to Make Up for Declining CPMs, CPCs

ArrowsThe largest online advertising company on the planet is proving that it can increase revenue every quarter, but it is finding that it must overcome a steadily declining cost per click.

Google has been reporting quarterly earnings that include two interesting statistics.

One is that the volume of paid clicks is increasing. The other is that the cost per click is decreasing.

Despite the cost per click decline, total revenue from all Google sites continue to increase. (more…)




Ad Targeting Creates Opportunities for Both Publishers and Advertisers

Ad targeting gains customers for advertisers and at the same time gains revenue for publishers.

It also is a partial answer to the dominance of online advertising by Google and Facebook with their ability to use contextual advertising (which also is a form of ad targeting).

Online targeted advertising is the ability to reach consumers based on their demographic, geographic and other types of individual data.

Google’s DoubleClick ad-serving software provides the ability to target by geography and other characteristics. (more…)

Stored in Online Advertising and tagged



Sales Promotion Lays Groundwork for Extra Revenue

online sales promotionOnline sales promotion is a series of tactics that leads a customer to make a purchase or click on an ad on a Web site.

It is both simple to implement and often results in easy money. Yes, it can result in easy money.

A direct sales operation for a Web site means that its staff contacts potential advertisers to persuade them to buy ad campaigns.

  • A typical sale may take weeks, months and sometimes even years to develop after:
  • Identifying a potential customer
  • Contacting that customer
  • Convincing the customer to accept a meeting
  • Developing and presenting a proposal
  • Negotiating specific terms of an agreement including price, impression level, etc.
  • Having second and third meetings
  • Closing the deal or receiving a rejection

The investment of time is significant. A typical close ratio online ranges from 5 to 10 percent of total contacts. Although the odds of getting a contract are low, the revenue from a closed deal usually makes up for the labor that failed to produce a contract with the 10 to 20 other attempts.

Effective sales promotion can reduce that investment of time and increase the odds of closing a deal. (more…)

Stored in Online Advertising and tagged





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