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Stories by Jeff Fortney

180101 - Don't let acquisitions catch you off guard

171201 - Adapt to changes step by step in 2018

171101 - Take an aerial view of your decision process

170901 - Learning from loss leads to future wins

170802 - The real reason so many newbies fail

170702 - Choose optimism, it's good for business

170602 - Know your role, not every last detail

170501 - One. Thing. At. A. Time.

170401 - Honesty sells

170301 - The give and take of referral success

170201 - Lessons from the past that apply today

170101 - Why do you work?

161201 - Manners matter in email

161101 - Which merchants fit you best?

161001 - Address payment security during the sales process

160901 - Become an agent of change in payments

160801 - Conservative entrepreneur

160701 - Taking stock at mid-year 2016

160601 - It takes more than sales to sustain an ISO

160501 - Review residual reports, protect your profits

160401 - The hybrid approach to sales

160301 - Recognize, react, adapt

160201 - Make 2016 the year of the profit

160101 - Build your business with trust in 2016

151201 - Choose bold, new transparency for 2016

151101 - Conduct your own personal audit

151001 - Sell business solutions first, processing second

150901 - Bring Tour de France teamwork to your business

150801 - Staying informed in the payments biz: A sane approach

150701 - When was the last time you inventoried your tools?

150601 - Using emotion to your advantage

150501 - Face fears before changing course

150401 - Differentiate and build trust to stand out

150301 - How do you decide which terminals belong in your toolbox?

150201 - New tools for a new era

150101 - Three practices to solidify success in 2015

141201 - Like baseball, pitching payments takes practice

141101 - Taming fires on the evolutionary road

141001 - Pay attention, limit attrition

140901 - Race to the top

140801 - Tune up your tone, MLSs

140701 - Stand up, be brief, sit down

140601 - Think like a marathon runner

140501 - Debunking four myths about our future

140401 - A strong work ethic in today's payments sphere

140301 - Bolster skills before you need them

140102 - Both optimism and pessimism present challenges

131202 - Make every day count

131102 - Let merchants say no to you

131002 - Time to plan for 2014

130902 - Busting myths about change

130802 - Strengthen your sales muscle memory

130602 - Conquer your to-dos in three simple steps

130502 - Ethics and sales success

130402 - Stand out by being true to yourself

130302 - Don your 'brown shoes' and differentiate yourself

130301 - Are leave behinds integral to the sales process?

130202 - Heed merchants' red flags to strengthen your business

130201 - Lessons from that first call

130102 - Tack like a sailor to strengthen your sales

130101 - Thwart SAD: Winterize your sales plan

121202 - Five predictions for 2013

121201 - Building a road map for the coming year

121102 - Are you a 10?

121101 - Make large merchants your gravy

121002 - Formal sales training or OJT?

121001 - The song and dance of reputation building

120902 - Start with a strong foundation

120901 - Perry Mason and the post mortem

120802 - Stocking your MLS toolbox

120801 - The secrets to overcoming objections

120702 - Why should a merchant be fired?

120701 - When you hit the doldrums, start rowing

120602 - How to avoid post-close mistakes

120601 - Do your best and move on - no matter what

120502 - The hard, but valuable lessons of failure

120501 - How to avoid that 'What just happened?' moment

120402 - Lessons for a lifetime

120401 - Plotting a prosperous future

120301 - When warm leads become elephants

120201 - Turn no into knowledge

120101 - Keep it honest in 2012

111201 - Pushing past roadblocks to success

111101 - Caution: Assumptions ahead

111001 - Trust in transparency

110901 - Learn to be a change pro

110801 - Dress for successful sales

110701 - Use communication to cut merchant attrition

110501 - Ask, don't sell

110401 - Projecting confidence, inspiring trust

110301 - Stockholm Syndrome and the payment pro

110201 - The risks of riding the gravy train

110101 - Evaluating the value (and cost) of training

101201 - Stay tuned to your needs when selling

101101 - Become a payment superhero

101001 - Prepare for shifting payment seasons

100901 - Considering consequences improves results

100801 - Avoid 'always be closing' and other old traps

100701 - Managing your most important asset

100601 - A primer on accountability

100501 - Two steps toward plentiful referrals

100401 - Say less, sign more

100301 - The nuances of the question, Why?

091201 - Creating positive consequences:
Three tips

091101 - Start with ripples, not waves

091001 - A practiced approach

090901 - Do's and don'ts of merchant mining

090801 - Call reluctance: Diagnose it and treat it

090701 - Smart specialization

090601 - Margin compression: It's in your hands

090501 - Facing the elephants

090401 - Pull back the expense curtain

090301 - Be an antidote to panic

090201 - Stand by your plan

090101 - Weathering the coming payment storms

081201 - A little analysis, significant rewards

081101 - R-E-S-P-E-C-T

081001 - Who moved my merchants?

080901 - Admit, own, fix your bloopers

080801 - Invest in trust

080701 - Change, a rewarding discomfort

080601 - Allies in accountability

080501 - No foundation, no success

080401 - Make a plan to avoid failure

080301 - Annihilate attrition

080201 - Residual report review

080101 - Drill down to the fine print

071201 - Small merchants mean big future



Byline Index

Spotlight Innovators:

North American Bancard | Harbortouch | USAePay | IRISCRM.COM