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IndustryUpdate

News from Merchant Sales Podcast
The Merchant Sales Podcast continues to release new episodes that are
created to provide actionable insights to help ISOs and merchant level
salespeople (MLSs) grow their merchant portfolios. This collaboration
between The Green Sheet Inc. and CCSalesPro.com is hosted by industry
veterans Patti Murphy and James Shepherd and features interviews
with industry leaders, discussions of consumer spending and merchant
acquiring trends, as well as strategies for improving your sales results.

The following are three of the latest podcasts we've posted:

• Cultivating a corporate culture that drives results. Learn how Park Place Payments is chang-
ing the playbook for credit card processing sales. Its sales staff is made up of account executives,
not agents, and "we're obsessed with ongoing training," said founder and CEO Samantha Ettus.
In addition, James continues his series on techniques for managing a merchant sales team, with
insights on how to activate new sales reps, and Patti reports on prepaid and gift card usage
trends.
• Motivating agents to be top performers. Learn how Sundance Payment Solutions works with
new and experienced reps to build strong merchant relationships. "It's not just about getting deals
boarded, but getting the underwriting done correctly," said Erik Martinez, director of sales. Plus,
James describes how ISOs can maximize sales team performance by getting top performers to
shine. And Patti and James discuss cash and mobile payment trends.
• Learn to boost merchant retention with smart terminals. Guiseppi (Joey) Marzelli, co-founder
of Boomtown, explains how ISOs and agents can drive stickier relationships across verticals with
smart terminals, like Poynt. James describes how to create marketing funnels that work for mer-
chant services. And Patti reports on credit and debit card fraud trends.

For these and other informative and motivating episodes of The Merchant Sales Podcast, visit
www.greensheet.com/podcasts.php or download episodes wherever you get podcasts.

ANNOUNCEMENTS

Nominations open for ETA's 2020 Forty Under 40
The Electronic Transactions Association opened the
nomination period for its Forty Under 40 2020 class, an
honor that highlights the diverse game changers at the
intersection of payments and technology, the ETA stated
in heralding the opening. "ETA selects the Forty Under
40 on an annual basis to represent the evolving segments
of the industry and highlight those whose actions and
leadership are driving the payments industry forward,"
the organization noted. "Selected honorees will be a
diverse cohort of executive leaders, entrepreneurs and
thought leaders." Applications for the 2020 class will be
open until Jan. 13. 2020, at www.electran.org/eta-events-
awards/forty-under-40/.

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