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Table of Contents

Lead Story

Merchants profit from automated retail sytems

Ann Train

News

Michael Grossman
July 5, 1955 to Oct. 22, 2015

Big week for payment IPOs

NFC specs aim for widespread adoption

Losses mount from fraud, cyber-attacks

Features

Mobile deposit continues to grow, despite naysayers

Patti Murphy
ProScribes Inc.

When biometrics and engineering collide

Opportunities, challenges for mobile payments

ISOMetrics:
Merchant guide to online payment journey

Views

Assessing the U.S. EMV rollout – Part 2

Growth ahead for payments, but beware the disruptors

Patti Murphy
ProScribes Inc.

The counterintuitive, paradoxical nature of large merchant accounts

Adam Hark
MerchantPortfolios.com

Education

Street SmartsSM:
When networking, think ROT

Jeffrey I. Shavitz
TrafficJamming LLC

Industry tradeshows and the law

Adam Atlas
Attorney at Law

Conduct your own personal audit

Jeff Fortney
Clearent LLC

The one man show: Approaches in B2B sales - part two

John Tucker
1st Capital Loans LLC

Company Profile

Lion Capital Group LLC

Payoneer Inc.

New Products

Integrated, secure, virtual POS platform

Virtual Terminal
Clearent LLC

High-speed, fast-casual POS tablet solution

AirREGI for QSRs
Recruit Holdings Co. Ltd.

Inspiration

Organization, the key to productivity

Departments

Letter from the editors

Readers Speak

Resource Guide

Datebook

A Bigger Thing

The Green Sheet Online Edition

November 09, 2015  •  Issue 15:11:01

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Inspiration

Organization, the key to productivity

When your phone is ringing and pinging with incoming calls and texts, and your inbox is full of enticing social media updates, must-read articles, and inquiries and requests from prospects and current clients, it's easy to jump right in and be a reactive instead of proactive sales professional.

How do you avoid this? You've heard it before, I'm sure: Have a plan for the day, one that's written either on paper or electronically, or both. You can shape your plan at the beginning of each work day, or better yet, at the end of each day for the following morning. Creating your plan the evening before offers the benefit of "sleeping on it." This can lead to fresh approaches and insights that seem to come effortlessly when you begin implementing your plan.

Know where you're headed

In Good Selling!SM: The Basics, Paul H. Green stated that not only should you decide beforehand what projects to work on, you need to plan the order in which you tackle them, and "make sure you have all the names, phone numbers, backup and supplies necessary."

Green also emphasized the need to focus on what you're doing right now. "If you've organized your tasks effectively, you won't be interrupted by deadlines for other projects, callbacks" or opportunities that aren't urgent, he said. Keep in mind that flexibility is essential, however, so you don't miss significant opportunities that arise for which time is of the essence.

It's also critical to recognize when you've completed all you can on a particular project, Green pointed out. "Your efforts may not be finished, but that's OK," he wrote. "Move on and insert the project or opportunity on your list, and mark when you think you will be able to accomplish more on it." Moving some projects along in increments, with persistence, can be the most effective way to land new merchant accounts. With practice, you can become expert at managing this approach.

Tools aren't magic

Another aspect of productivity to keep in mind is that you can have a terrific customer relationship management system and other tools, but if you're disorganized, they won't magically turn you into a sales ace with uncluttered digital tools and a clear physical work desk.

Here are five tips, inspired by Green, to help improve information management skills:

Also remember that success comes more easily when you continue to learn and grow in all areas of your business.

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 | USAePay | Humboldt Merchant Services | Impact Paysystems | Electronic Merchant Systems