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Table of Contents

Lead Story

Closing the door to backdoor breaches

News

Industry Update

Verizon study calls for improved PCI security

Marketplace Fairness Act to even score online, offline

Congressional payments caucus a positive for industry

CFPB takes on consumer lenders, card market

Transact 15 highlights global trends in payments

Features

Countering affiliate, aggregation fraud

Selling Prepaid

Innovation in gift card exchanges

Views

NACHA seeks seat at mobile payments tabl

Patti Murphy
ProScribes Inc

Mobilizing the sales force

What Sweden can teach us about the future of payments

Kirsty Tull
BillPro

Education

Street SmartsSM:
Let's share stories, grow our businesses together

Jeffrey I. Shavitz
Charge Card Systems

Exiting your business

Vicki M. Daughdrill
Small Business Resources LLC

Apple Pay & Samsung Pay Contrast

Differentiate and build trust to stand out

Jeff Fortney
Clearent LLC

Oral promises and ISO contracts

Adam Atlas
Attorney at Law

Company Profile

Field Guide Enterprises

New Products

All-in-One Mobile POS app

PayStand
PayStand

Remote device management for IoT era

SUSIAccess 3.0
AdvanPOS Technology Co., Ltd.

Inspiration

Let go or get dragged

Departments

Readers Speak

Resource Guide

Datebook

Skyscraper Ad

The Green Sheet Online Edition

April 13, 2015  •  Issue 15:04:01

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The Mobile Buzz:
Mobilizing the sales force

In the pursuit of excellence, spring training encourages ballplayers to advance to the next level under the vigilant eye of coaches armed with digital devices that can track the speed, motion and response time for every split-second decision and action required to excel in the game of baseball.

Likewise, ISOs and merchant level salespeople (MLSs) need ready access to information and support every time they enter the playing field. In the game of payments, mobile is fast becoming the quintessential tool for delivery of important information not just for agents, but also for merchants on the receiving end eager to excel, as well.

It has been said that within the first five minutes of a sales call, the opportunity to help a merchant can proceed or recede with equal force. That is why, from the initial introduction, being equipped with the right content at the right moment in the sales cycle can have a dramatic impact on the final outcome.

Just as an integrated system can bridge multiple channels for merchants, an integrated mobile platform can do the same for ISOs and MLSs. "Sales enablement directly influences the quality of customer interactions," stated Scott Gruher of Sales Benchmark Index in a blog post. "Sales enablement is no longer just a content production and training function. Sales enablement is leading the mobile movement and improving sales interactions."

Mobile-enhanced sales

Merchants today are well educated and have a better understanding of what is needed to update antiquated systems before anyone even approaches them. Equipped with answers at their fingertips, ISOs and MLSs can interact much more effectively. But to stay on target, content must be continually refreshed to reflect changing industry trends and company offerings.

Gruher recommends several steps sales teams can implement now, as follows:

As technology evolves within individual organizations, more complex tracking systems and user metrics can be deployed that focus on repeating successful tactics to achieve greater market share in segments targeted.

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 | Harbortouch | USAePay | IRISCRM.COM | Humboldt Merchant Services