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Table of Contents

Lead Story

Hard times expose vulnerable residuals


Industry Update

7-Eleven takes interchange issue to D.C.

Canadian debit shake-up

Two companies, two new security departments

Cyber thieves stealing from students


How to leverage available technologies to manage risk and prevent fraud in RDC

Ed McLaughlin

Research rundown

Selling Prepaid

Prepaid in brief

Vigilance is watchword in fraud prevention

Empowering the cash-compensated

Is PayPal a threat to prepaid?


Portfolio conversions done right

Biff Matthews
CardWare International

The MLS and the ISO:
Cause for concern?

Brandes Elitch
CrossCheck Inc.


Street SmartsSM:

Jon Perry and Vanessa Lang

Reserve accounts and processor meltdowns

Adam Atlas
Attorney at Law

Digging into PCI - Part 3:
Protecting stored cardholder data

Tim Cranny
Panoptic Security Inc.

A practiced approach

Jeff Fortney
Clearent LLC

Revving up business with profit-controlled marketing

Daniel Wadleigh
Marketing Consultant

Company Profile


New Products

Gateway as a service


First Data's new dynamic duo

First Data Secure Transaction Management
First Data Corp.


Little actions add up



Resource Guide


A Bigger Thing

The Green Sheet Online Edition

October 12, 2009  •  Issue 09:10:01

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A practiced approach

By Jeff Fortney

There is an old story about a couple lost on a New York street. They check their maps and finally decide they had better ask for directions. They approach a gentleman reading a newspaper on a bench, and they ask, "Excuse me, can you tell us how to get to Carnegie Hall?" Without looking up from his paper, he responds, "Practice, practice, practice."

His response could apply to the question, How do I become a successful merchant level salesperson (MLS)?

Sales is as much an art as a science. The best artists all practice, and the best of the best typically practice more than the others. However, most MLSs will tell you they practice very little. In fact, most would tell you they learn by doing. Sadly, the results of this approach usually aren't positive due to its inherently long learning curve and repeat errors, which often have a negative monetary impact.

Thousands of programs teach people how to sell, but few teach salespeople how to practice. Yet effective practice can make an average person better and an above average person great.

Go from so-so to superb

The following steps can help you develop solid practice skills and increase your effectiveness:

Work for rewards

Sustained practice isn't easy. Guitarists can develop calluses from practice, even blisters, but they know the effort has value. You won't develop calluses following your practice plan, but you will derive value. And when people ask you how you got to be so good at what you do, your answer will be simple, "Practice, practice, practice."

Jeff Fortney is Director of Business Development with Clearent LLC. He has more than 12 years' experience in the payments industry. Contact him at or 972-618-7340.

Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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