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Letter from the editors
he lead feature in our Jan. 14, 2019, issue
drew on research and interviews with indus-
try leaders to explore the evolving small
T and midsize business (SMB) sector, which is
projected to exhibit continued strength going forward.
This issue's lead article, "Enterprise selling in an SMB
world ‒ Part 2," continues the discussion of this vital
area for merchant level salespeople (MLSs). As the
second and final installment in the series, the article
explores how MLSs can use their industry knowledge,
skills and personal experience ‒ along with effectively
targeted, comprehensive solutions ‒ to solve the most
pressing pain points SMBs now face.
Also addressing merchants' pain points, one of our
contributors shared herein how to stay on the "right
side of the pay line" by identifying true sales activities,
determining the best times to carry them out and
committing to following through daily; another
contributor explained why it's critical for ISOs and Let me make it easy for you to
MLSs to stop thinking in terms of deal count when
measuring success. Other compelling topics broached reach your target audience with
by experts include what it means to be innovative,
how some companies foster innovation and whether a personalized custom advertising
innovation is something that can be taught; the Treasury
Department's report on what can be done in financial campaigns to meet your
services to support efficiency and economic growth; companies individual needs today.
why we need data literacy and how we can attain it;
and the strength of traditional, payments networks as
they evolve beside new entrants, some of which, like • Spotlight Innovators’ Web Pages
cryptocurrencies, are not faring as well.
• Custom Videos
Along with company and product profiles, and items (multiple level options available)
on individual and company achievements, research,
appointments, partnerships, acquisitions and more; • Targeted Email
the news briefs highlighted within these pages are Campaigns
drawn from recent breaking industry news. These • Resource Guides
include obstacles to mobile payment adoption; the (multiple options available)
dangers associated with card-not-present fraud;
criticism of Marriott's handling of its data breach; • Print advertising
hemp's removal from the federal list of controlled (multiple options available)
substances; Mastercard's removal of text from its logo;
an agreement involving litigation in New York that • Online advertising
could spur momentum for surcharging nationwide; Bundle advertisng campaign discounts*
and intelligent, automated cyberattacks anticipated in
the coming year. The full stories, along with news of
other compelling developments, are posted at www.
greensheet.com. Danielle Thorpe
Issue to issue, we aim to provide timely, actionable AVP Media Partnerships
information and advice to the payments industry's feet
on the street. What are we doing right, and how can 707-284-1686
we be of more assistance to you in your career? Let us
know at greensheet@greensheet.com. And please send
news to press@greensheet.com. Your bottom line will thank you.
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