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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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