Dr. Seuss’ birthday is just around the corner – March 2nd to be precise. That means that if you’re a salesperson reading this on the big day, you may just be sleeping off the end of month hangover from what I can only imagine has been a [Read more…]
A Sales Rep’s Guide to Navigating the Payment Industry Mergers
First, Global Payments bought Heartland Payment Systems for $4.3 billion (details) in 2016. Then, Vantiv bought WorldPay (details) for $10.4 billion last year, and now in 2019 we are seeing the third mega payments acquisition.
2019 started with a bang – Fiserv acquired FirstData for $22 billion and shortly thereafter Fidelity National Services acquired the newly formed WorldPay (the resulting entity of Vantiv’s acquisition of WorldPay) for $34 billion.
The latest of 2019’s monster mergers is Global Payments merger with TSYS – a $21.5 billion deal – bringing 2019’s total to $77.5 billion. That’s just $2 billion shy of the entire GDP of Guatemala.
These numbers are crazy. What does it all mean?
[Read more…]Seven Reasons Sales Professionals FAIL
If you’ve talked to me or read anything I’ve written here, you already know that I’m an advocate of the nobility of sales. That said, a poor performing sales professional may, from time to time, cut corners in order to “seal the deal”. Racing to the close, pushing into an agreement before the client is ready, omitting potential “objection creating” facts is often how our industry gets a bad wrap.
So how does a sales professional be successful? How do we avoid the end of month desperation?
Here are Seven Reasons Salespeople Fail. Use them as a cautionary tale to [Read more…]