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Table of Contents

Lead Story

Getting a jump on the holiday season


Industry Update

PCI SSC releases new encryption requirements

Data security an ongoing concern

Google Wallet rollout generates questions

PayPal staking claim in mobile payments sphere

Trade Association News


Seven steps to merchant success in recurring payments

Research Rundown

Meet The Expert: Andrew Altschuler

Selling Prepaid

Prepaid in brief

Nexon expands game card concept with Karma

Western Union enhances options at the POS


Kick complacency out the door

Brandes Elitch
CrossCheck Inc.


Street SmartsSM:
The ABCs of SAQs

Bill Pirtle
MPCT Publishing Co.

Reinvigorating the merchant club

Steve Norell
US Merchant Services Inc.

Trust in transparency

Jeff Fortney
Clearent LLC

Inspiration for women in payments

Peggy Bekavac Olson
Strategic Marketing

U.S. EMV implementation

Tim Cranny
Panoptic Security Inc.

Company Profile

First Annapolis Consulting Inc.

New Products

Look, Mom and Pop, no paperwork

CB App Express
Merchant Warehouse

An automation tool for walk-in payments

US Dataworks Inc.


Claim the podium


2011 Calendar of events



Resource Guide


A Bigger Thing

The Green Sheet Online Edition

October 10, 2011  •  Issue 11:10:01

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Claim the podium

There are always three speeches for every one you actually gave. The one you practiced, the one you gave and the one you wish you gave.
- Dale Carnegie

A primary feature of tradeshows is the opportunity they provide to see payments industry leaders share expertise on topics of vital interest to ISOs and merchant level salespeople. Offerings include keynote speeches, educational presentations, panels and breakout sessions. They cover regulatory and economic issues, technological developments, data security, new areas of opportunity, and a host of other issues affecting the payments sphere.

These often motivational offerings also present significant opportunities to those who share their knowledge and expertise. Individuals who step on stage and take the mic become far more than just a name and title on a roster. They become known to all attendees as subject-matter experts; their distinct voices, mannerisms, stories and jokes become uniquely memorable; they are also seen as confident individuals who likely have potential as business partners.

A common fear

Yet few payment professionals who could participate at this level ever do.

Rationalizations abound: some say they're too busy; others say they don't want to reveal their hard-won secrets; others fear they're not knowledgeable enough to provide others with worthwhile advice. However, many others don't take the stage merely because they are not comfortable speaking in front of groups. In fact, some people who shine when it comes to one-on-one sales or small-group presentations, are absolutely terrified when it comes to speaking to a packed meeting hall.

If you're in the latter group, you're not alone. Paul L. Witt, Assistant Professor of Communication Studies at Texas Christian University, told WebMD that for many folks, public speaking is "even scarier than rattlesnakes" and that it's the "No. 1 fear reported by people in the United States."

Helpful hints

This doesn't mean you have to settle for a permanent seat in the audience if you haven't yet addressed the tradeshow crowd. Here are some tips to help you enjoy the limelight:

Now is the time to prepare for the 2012 tradeshow season. Why not set a goal of speaking in some capacity at a regional acquirers show next year? It will be good for you, good for your business and good for those who will learn from what you have to say.

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

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Spotlight Innovators:

North American Bancard | Simpay | USAePay | Impact Paysystems | Board Studios