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Table of Contents

Lead Story

Payment fraud, rising to the challenge

Patti Murphy
The Takoma Group

News

Industry Update

Did hackers gain insight into RSA's methodology?

Comodo compromise draws swift response

PCI SSC dials up call center compliance

Fifth Third seeks innovation through open platform

Trade Association News

Features

Do Tell

Innovations in check scanners

David Peterson
RemoteDepositCapture.com

ISOMetrics:
B2B payment fraud

Integrating your marketing efforts

Selling Prepaid

Prepaid in brief

Momentum builds for maritime cards

Providing prepaid self-serve for global markets

Views

PII and merchant portfolio acquisition

Daniel Federgreen
Analyst

Social redemption at the POS

Paul Rasori
VeriFone Inc.

Education

Street SmartsSM:
Straight talk on professional certification

Bill Pirtle
MPCT Publishing Co.

Leads, leads, leads - Part 3: Lead nurturing

Peggy Bekavac Olson
Strategic Marketing

Coach your way to a stronger organization

Vicki M. Daughdrill
Small Business Resources LLC

Projecting confidence, inspiring trust

Jeff Fortney
Clearant LLC

How to reboot a stalled PCI program

Tim Cranny
Panoptic Security Inc.

A brief on prospecting

Jeffrey Shavitz
Charge Card Systems Inc.

Company Profile

Merchant Implementation Services

New Products

A CRM solution for MLSs

Powerhouse Sales Agent CRM
Powerhouse Payments LLC

Inspiration

Stick with the truth

Departments

10 Years ago in
The Green Sheet

Forum

Resource Guide

Datebook

Miscellaneous

2011 Calendar of events

A Bigger Thing

The Green Sheet Online Edition

April 11, 2011  •  Issue 11:04:01

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A brief on prospecting

By Jeffrey Shavitz

In writing for The Green Sheet, I am sharing prospecting and sales techniques I have encountered over my years in the payments space, as well as in companies I had previously founded that focused on sales and marketing. In this article, I address direct mail, email and online marketing companies.

I recommend meeting with experts in these fields to acquire more knowledge before undertaking one of these types of campaigns. Keep in mind that marketing experts always recommend an integrated marketing approach because no single marketing message can accomplish all your goals.

Jeffrey Shavitz is one of the founders of Charge Card Systems Inc. He is also an active member of The Green Sheet Advisory Board and the First Data ISO Advisory Board. He can be reached at jshavitz@chargecardsystems.com or 800-878-4100. For additional information on CCS, please visit www.chargecardsystems.com/gsadvisoryboard or the company's corporate website at www.chargecardsystems.com.

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

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