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April 22, 2024 • Issue 24:04:02

GS contributors, an evergreen

source of knowledge

By Laura McHale Holland Sales, sales, sales
t's no secret that the industry professionals who pen TSG Senior Associate Jeff Fortney, one of our most prolific
articles for our Education and Views sections have, contributors, often shares sales wisdom through personal
since The Green Sheet's earliest days, been integral stories. This excerpt from "One powerful question, a multi-
I to making the magazine a premier resource for pay- tude of sales," published Feb. 28, 2022, takes us back to the
ments professionals. After all, nothing can compare to the genesis of his favored approach: "I was conversing with a
knowledge gained from taking a payments organization merchant level salesperson (MLS) recently about the state
from startup to industry powerhouse, as many of our con- of his sales efforts. After about 10 minutes, I asked what he
tributors have done through the years. would do if he were king of the world.

Some stalwarts, Adam Atlas, attorney at law, and Ken Mu- "'I can't answer that, because even the king of the world can't
sante, CEO of Napa Payments and Consulting, for example, make people change,' the MLS said. I continued the conver-
have each been working with us, generously sharing their sation, but the response is one I had to ponder. I thought of
expertise, for more than two decades. Others, such as in- the first time I'd heard the question used.
dustry titan Robert O. Carr, have written on and off, as
business demands permit. Many have taken on the Street
Smarts SM mantle and written two articles per month for the Contributed articles inside by:
industry's feet on the street for an entire year.
Allen Kopelman .....................................................................................28
All of their words of wisdom are available in our online
archives, which date back to 2007. Much of the advice is Calin Sandru ...........................................................................................30
evergreen and an enduring source of inspiration for those Adam Atlas ..............................................................................................33
who have chosen to pursue a career in the challenging pay-
ments sphere. This article shares several excerpts from ar- Carlos Ordonez ......................................................................................34
ticles in our archives. They range from practical to more
philosophical, from words of encouragement to thoughts
on payment trends.

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