The lead feature in our Jan. 14, 2019, issue drew on research and interviews with industry leaders to explore the evolving small and midsize business (SMB) sector, which is projected to exhibit continued strength going forward. This issue's lead article, "Enterprise selling in an SMB world ‒ Part 2," continues the discussion of this vital area for merchant level salespeople (MLSs). As the second and final installment in the series, the article explores how MLSs can use their industry knowledge, skills and personal experience ‒ along with effectively targeted, comprehensive solutions ‒ to solve the most pressing pain points SMBs now face.
Also addressing merchants' pain points, one of our contributors shared herein how to stay on the "right side of the pay line" by identifying true sales activities, determining the best times to carry them out and committing to following through daily; another contributor explained why it's critical for ISOs and MLSs to stop thinking in terms of deal count when measuring success. Other compelling topics broached by experts include what it means to be innovative, how some companies foster innovation and whether innovation is something that can be taught; the Treasury Department's report on what can be done in financial services to support efficiency and economic growth; why we need data literacy and how we can attain it; and the strength of traditional, payments networks as they evolve beside new entrants, some of which, like cryptocurrencies, are not faring as well.
Along with company and product profiles, and items on individual and company achievements, research, appointments, partnerships, acquisitions and more; the news briefs highlighted within these pages are drawn from recent breaking industry news. These include obstacles to mobile payment adoption; the dangers associated with card-not-present fraud; criticism of Marriott's handling of its data breach; hemp's removal from the federal list of controlled substances; Mastercard's removal of text from its logo; an agreement involving litigation in New York that could spur momentum for surcharging nationwide; and intelligent, automated cyberattacks anticipated in the coming year. The full stories, along with news of other compelling developments, are posted at www.greensheet.com.
Issue to issue, we aim to provide timely, actionable information and advice to the payments industry's feet on the street. What are we doing right, and how can we be of more assistance to you in your career? Let us know at firstname.lastname@example.org. And please send news to email@example.com.
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