Bill Porter is likely the most intriguing sales person you’ve never heard of. Bill Porter started with the Watkins Company in 1955 selling their products door to door. For those of you that haven’t heard of Watkins, they have been selling natural home and health care products since the late 1800′s. Their roots are as [...]
My current team is generating excellent prospecting activity. They are willing to hit the street every day and meet with business owners to uncover opportunities.
The biggest challenge my team is having is managing follow up; more accurately ensuring that follow up is taking place in a timely fashion
2 Right 2 Left Prospecting If you are doing business in an area of town, an office building or an industrial complex, you should always take 10 minutes and visit each 2 companies to the left and right of the company you are there to see. If you keep some information packages in your car, [...]
I am in the process of hiring 4 more sales people for a new market we are entering in Western Canada. Our organization is in growth mode (good) and we do not have the resources to have HR pre-screen candidates (bad). This puts me in a position where I am responsible for the full hiring process – from reviewing incoming applications right through to the eventual offer. I currently manage 12 sales people so I have to make sure that the time I dedicate to recruiting is efficient. Each resume I look at gets a 60 second run through. If it catches my attention I’ll spend a few minutes with it and if the candidate looks promising I’ll fire off an email to book a telephone interview. Below are some sales resume tips for sales people that are looking to make a career change: Make it personal. Your cover letter should show that you have put at least a little effort into applying for this position. Spend some time with the job description and write a brief cover letter that... more
“In the Asia-Pacific region, 305.1m cards and 3.2m terminals are in operation, while the Canada, Latin American and the Caribbean region has 182.2m cards and two million terminals in circulation. These two regions share a similar rate of adoption, says EMVCo, with 26.6% and 26.4% of total cards, and 41.6% and 55.6% of total terminals EMV compliant respectively.” http://www.nearfieldcommunicationsworld.com/2010/10/08/34606/emv-adoption-billion-cards-15-million-terminals/ Read More →
With companies like Monex Group offering merchants discount rates in the 1.59% range, I find that my team spends a lot of time consulting with merchants and helping them understand that a rate like that is misleading. Today we came across a situation where a competitor approached one of our prospects with an offered rate of 1.44%. For all card types, that rate it is well below cost! The acquirer is flat out misleading the merchant. What follows is an explanation of why 1.44% is not possible. There... more
Merchant services can be a confusing component of your business. Below is my list of 5 aspects of processing credit cards that every Canadian merchant should understand. 1) Consider buying or leasing the terminal; we come across merchants every day that have been renting the same terminal for ten or even fifteen years! With rentals running as much as $39.99 a month, there are merchants in the market that have paid for their terminal for their 3 times over. Now that most processors are selling EMV... more
Apparently Moneris wasn’t satisfied with only making 1% on card types that don’t qualify for the minimum discount rate. A lot of Moneris merchants will see their non qual rate go from 1% to 1.05% in June. It may seem like a small increase, but when you consider the portfolio that Moneris has, adding 5 basis points will resuly in a uptick in revenues. Here is the thing; Moneris knows that the merchants that will see this rate increase have little understanding of their non qualified model.... more
Don\'t worry, I shave the beard for meetings!
