CrossCheck Blog

Every April, the Electronic Transactions Association, known as the ETA, holds its annual conference. This is the Main Event for people working in the payments industry. You can see the agenda at the Transact16 conference website and register to attend. The show is typically held in Las Vegas every other year, and this year it returns to Mandalay Bay April 19-21. Last year it was in our backyard, San Francisco. It is the ultimate networking opportunity for anyone in what used to be called the credit card industry, but also has multiple seminars on current topics in “Payments,” as well as a very large trade show floor, which is challenging to cover in depth in the time available.

Changes in the way the payment services industry works are creating challenges for ISOs and affiliates who haven't kept current. In addition to the emergence of companies like PayPal and Square Inc., which offer convenient payment processing services to both individual clients as well as businesses, new payment technologies have become the norm. This threatens to replace traditional payment methods, creating problems for ISOs including reduced revenue, lost opportunity and lower rates of merchant retention.

Is your sales culture caught up in the habit of making excuses? We've all done it at one time or another, but no matter if you're selling payment processing or organic vegetables, you'll sell less if you make excuses or accept them from your team. Sales is an ongoing effort, one that requires a positive attitude and persistent nature, even when faced with obstacles and rejection. Excuses take time and energy away from making sales and are harmful to your sales team and organization.