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Table of Contents

Lead Story

Social media reshaping the marketing landscape


Industry Update

SEPA moving forward incrementally

Square evolves but will it prevail? by Visa the answer or an answer?


Research Rundown

A company built for its agents

Reach out and engage someone

Selling Prepaid

Prepaid in brief

Longevity, inclusion sought in new AML rules

Risks posed by extra links in prepaid value chain


Money isn't what it used to be

Jeffrey I. Shavitz
Charge Card Systems Inc.


Street SmartsSM:
EMV, are we there yet?

Bill Pirtle
C3ET Credit Card Consortia for Education & Training Inc.

'Tis the season of happy (hacker) days

Rich Running
SecurityMetrics Inc.

Pushing past roadblocks to success

Jeff Fortney
Clearent LLC

Game plan 2012

Karin Bellantoni
Blueprint SMS

Getting Level 4 merchants to the PCI doctor

Tim Cranny
Panoptic Security Inc.

Discipline and persistence pay off

Peggy Bekavac Olson
Strategic Marketing

Company Profile

SignaPay Ltd.

New Products

A virtual call and payment center

IVR Pay-by-Phone gateway
Global eTelecom Inc.

A cloud-based payment remedy for docs

Medical office billing/payment portal
Kareo Inc.


Giving - the scalable solution


2012 Calendar of events



Resource Guide


A Bigger Thing

The Green Sheet Online Edition

December 12, 2011  •  Issue 11:12:01

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Pushing past roadblocks to success

By Jeff Fortney

In sales, as in life, we find two kinds of people: optimists and pessimists. An optimist sees the glass half full, while the pessimist sees it half empty. Because people's attitudes are generally quite obvious, we can determine through a series of verbal and nonverbal cues what types of people they are.

A prime example can be seen in a merchant level salesperson's (MLSs) attitude. The pessimistic MLS often says, "Why would merchants buy from me?" while the optimistic MLS says, "Why wouldn't they buy from me?" The differences in their attitudes are something prospective customers can see and feel.

The negative approach, although not verbalized, is evident in the MLS's attitude and approach during the initial sales attempt. Because of this, is it any wonder why the end result - no sale - is exactly what the pessimistic MLS thought it would be?

Don't be your own worst enemy

However, even the most optimistic people have to consciously push away negative thoughts. This is especially important in sales, because it can hinder success before the sales process even starts. Unless you find a way to plow through these negative roadblocks, your natural optimism will begin to fade, as will your success in sales.

I raise this issue as we approach another new year, because now is the time to reexamine sales plans and set new goals. But before a plan can be implemented for 2012, we should do a little "housecleaning" to identify negative thoughts that may have grown over the past year.

Once we have identified these pitfalls, we can take the appropriate steps to overcome them.

Clearing roadblocks

I spend a lot of time talking with ISOs and MLSs. That's why readers might be interested in the results of my informal research. From these discussions, I created a list of three common roadblocks salespeople find when they reflect on their efforts.

By determining the best ways to eliminate these roadblocks, you'll have a plan in place for tackling them the next time they arise. You'll also be able to look at your glass for the year and find that it is overflowing, instead of perpetually half full.

Jeff Fortney is Vice President, ISO Channel Management, with Clearent LLC. He has more than 17 years' experience in the payments industry. Contact him at or 972-618-7340. To learn about how Clearent can help you grow faster and go further, visit

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

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