Merchant Sales Podcast: Recent Episodes
Merchant Sales Podcast
A collaboration between The Green Sheet and CCSalesPro.com, this weekly podcast provides insights for ISOs and Agents who want to build their merchant portfolio. Learn how to sell merchant services and listen to interviews with industry experts.
In this episode, James Shepherd sits down with Allen Kopelman, CEO and co-founder of Nationwide Payment Systems, for an in-depth look at the rapidly growing threat of identity theft and merchant fraud—and how AI is making these scams more sophisticated.Allen explains how scammers are using stolen identities, manipulated documents, fake websites, and business profiles to open merchant accounts and execute massive bust-outs, often leaving innocent business owners on the MATCH list for fraud they never committed. James and Allen also discuss the warning signs agents should look for when evaluating internet leads, how merchants can protect their identities and online business profiles, and what agents and ISOs can do when a legitimate merchant gets caught up in identity theft.The conversation also covers excessive chargebacks, illegal products, fraud on platforms like Stripe and Shopify, transaction velocity controls, and why agents need to be more vigilant than ever as AI gives fraudsters new tools to exploit vulnerabilities.
Merchant services has changed—and if you're still leading with rates and payment processing, you're already behind. In this episode, James sits down with Steve Trovillo, President of Cygnus Payments, to discuss why software, AI, and vertical specialization are redefining success for agents and ISOs.They explore how top-performing sales professionals are shifting from selling commodities to solving business problems, why merchants only use a fraction of the technology they already own, and how AI is accelerating software innovation faster than ever before. They also dive into building profitable portfolios, choosing the right verticals, improving merchant retention, and what the future holds for independent sales organizations.Plus, Patti Murphy covers the latest payments news, including X Money's launch, new fraud statistics, payment processor enforcement actions, and evolving Buy Now, Pay Later regulations.
In this episode of the Merchant Sales Podcast, James sits down with Mark Wagner, CEO of Disputifier, to discuss how new card brand initiatives like Mastercard's Scam Merchant Monitoring Program (SMMP) and Visa's VAMP are changing the way ISOs, acquirers, and merchants approach fraud prevention and chargeback management. Beyond breaking down the latest rule changes, they explore practical strategies for reducing disputes, improving the customer experience, and proactively protecting merchant portfolios before problems arise.Plus, Patti Murphy returns with Today in Payments, covering the Federal Reserve's latest payments data, the growing conversation around pay-by-bank, legislation surrounding the phaseout of the penny, the launch of the Linux Foundation's AI payment protocol, and other important developments shaping the future of the payments industry.
In this episode of the Merchant Sales Podcast, James sits down with payments industry veteran and consultant Ken Musante to explore how the payments ecosystem is evolving. From processor cost structures and software platforms to reseller programs, integrated banking, AI, and the growing influence of companies like Square, Stripe, and Clover, they discuss the trends reshaping the industry and what they mean for ISOs, agents, and payment providers.The conversation also covers the importance of specialization, continuous education, and choosing the right technology stack to stay competitive as software, payments, and banking become increasingly interconnected.Plus, Patti Murphy's Today in Payments segment breaks down Stripe's reported interest in PayPal, Fiserv's debit networks, Cash App's multi-state settlement, and Square's latest AI-powered commerce initiatives.
This week’s Merchant Sales Podcast is a special throwback episode. While on vacation, James revisited one of his favorite sales training recordings from nearly a decade ago—back when he was personally walking into businesses every day and building a portfolio of more than 700 merchant accounts.In this short but practical episode, James shares timeless field sales techniques for approaching business owners, building instant rapport, handling real-world prospecting scenarios, and making stronger first impressions. Whether you're new to merchant services or have been selling for years, these foundational strategies are just as relevant today.
In this episode of the Merchant Sales Podcast, James Shepherd is joined by James Huber, Partner at Global Legal Law Firm, for a practical discussion on the legal and strategic decisions that shape a successful payments business. From ISV partnerships and embedded payments to raising capital, protecting residuals, negotiating investor agreements, and planning for acquisitions, they share real-world advice on avoiding costly mistakes while building long-term enterprise value.The conversation explores how to structure partnerships that survive acquisitions, why software ownership and distribution matter more than ever, how to evaluate financing options without giving away too much control, and what every growing ISO should consider before signing its next agreement. Plus, Patti Murphy's Today in Payments segment covers new Buy Now, Pay Later regulations, Stripe's push for direct payment infrastructure access, PayPal's surprising transaction growth, and the latest developments in cannabis payments.
In this episode of the Merchant Sales Podcast, James sits down with Ron Halversen, President of Clarity Ventures, to discuss what it really takes to win enterprise and B2B payment opportunities. From ERP integrations and payment automation to faster cash flow, operational efficiencies, and lower processing costs, Ron explains how ISOs can solve meaningful business problems instead of competing solely on price.The conversation explores why enterprise merchants buy on ROI, how integrations can unlock markets that were previously out of reach, and why understanding a merchant's workflow is often the key to closing larger, more profitable accounts.Plus, Patti Murphy's Today in Payments segment covers Europe's digital euro initiative, Deluxe's acquisition of Solero Commerce, Zelle's international expansion, and new surcharge legislation affecting the payments industry.
In this episode of the Merchant Sales Podcast, James sits down with Bob Lovinger, Founder and CEO of FlexxBuy and CEO of Coach Financing, to discuss why consumer financing remains one of the biggest untapped opportunities for agents, ISOs, and software providers. From coaching programs and professional services to home improvement and medical practices, Bob explains how financing can help merchants close more sales, increase average ticket sizes, and create a better customer experience.The conversation explores the evolution of buy now, pay later, the growing demand for financing in today's economy, how financing fits into the sales process, and why many merchants are missing revenue simply because they aren't offering enough payment flexibility. Plus, Patti Murphy's Today in Payments segment covers the proposed $38 billion Visa and Mastercard settlement, interchange transparency, AI-powered payments, remittance taxes, and emerging automation trends shaping the industry.
In this episode of the Merchant Sales Podcast, James sits down with Sebastian Builes Jinete, CEO of Arcum, to discuss how AI and payments data are transforming the way ISOs, acquirers, and processors manage their portfolios. From merchant activation and retention to win-back campaigns and partner monitoring, Sebastian shares how actionable intelligence can help organizations maximize revenue and make smarter decisions throughout the entire merchant lifecycle.The conversation also dives into the realities of entrepreneurship in the payments industry, including building a technology company, overcoming setbacks, finding product-market fit, and maintaining the conviction required to succeed. To learn more about Arcum, visit arcum.ai.Plus, Patti Murphy's Today in Payments segment covers stablecoin settlement, tokenized deposits, interchange legislation, and emerging payment innovations.
In this episode of the Merchant Sales Podcast, James sits down with Lane Gordon, CEO of 733Park, to discuss how AI is reshaping software, payments, and business valuations. From merchant portfolios and SaaS models to vertical software strategies and acquisition trends, Lane shares what buyers are looking for today—and what business owners should be thinking about if they hope to build long-term value.The conversation explores the future of AI-powered software, why payments revenue remains so attractive to investors, how verticalization creates defensible businesses, and what separates companies that command premium valuations from those that struggle to find buyers. Plus, Patti Murphy's Today in Payments segment covers interchange legislation, crypto ATMs, international remittance taxes, emerging payment preferences, and other trends shaping the industry.
Tap on Phone has been one of the most talked-about innovations in payments, but many agents still aren't offering it to merchants. In this episode of the Merchant Sales Podcast, James sits down with Vlad Sadovskiy, CEO of Netevia, to discuss why Tap on Phone is gaining momentum, the challenges behind bringing it to market, and how ISOs can use it to compete more effectively in a Square-dominated segment.They explore real-world use cases for salons, field service businesses, events, and mobile merchants, along with instant onboarding, funding innovations, and the growing importance of creating a seamless merchant experience across devices. Plus, Patti Murphy's Today in Payments segment covers fintech access to payment rails, stablecoin developments, fraud prevention initiatives, Mastercard's latest merchant risk tools, and new same-store sales data from across the economy.
Traditional ISO models often leave agents waiting on approvals, relying on multiple systems, and giving up control throughout the merchant lifecycle. In this episode of the Merchant Sales Podcast, James sits down with Simon Kemp to discuss the growing opportunity around PayFac for ISOs and how new models are helping bridge the gap between traditional ISO relationships and full payment facilitation. They break down faster onboarding, real-time transaction visibility, AI-driven underwriting, gateway ownership, and why giving ISOs more control could fundamentally change the way payments businesses scale. Plus, Patti Murphy’s Today in Payments segment covers interchange legislation, AI trends, software provider complexity, and major shifts impacting the industry.
In this replay episode of the Merchant Sales Podcast, James Shepherd revisits one of our foundational conversations: What is payment processing? James delivers a straightforward, easy-to-understand explanation of how credit card processing works, covering the basics of authorization and settlement, along with the roles of processors, acquirers, and merchant accounts.Whether you're new to payments or just need a refresher, this episode is a great starting point for understanding the moving parts behind every transaction and how they connect to merchant sales.
Fraud prevention used to be about stopping bad transactions—but today, it’s about maximizing revenue without blocking good customers. In this episode of the Merchant Sales Podcast, James sits down with Stuart Mann of Accertify to break down how fraud strategy has evolved, from simple rule-based systems to AI-driven models that analyze behavior, device data, and user intent. They explore how merchants can reduce chargebacks, limit false positives, and stay ahead of increasingly sophisticated fraud tactics—all while improving the customer experience. Plus, Today in Payments covers rising fraud trends, real-time payment risks, and key industry updates that every agent and ISO should understand.
The payments landscape is changing fast—and many ISOs are struggling to keep up. In this episode of the Merchant Sales Podcast, James sits down with Ben Griefer, COO of Maverick Payments, to break down what it really takes to stay competitive today, from choosing the right upstream partners to balancing risk, operations, and sales focus. They dive into the tradeoffs between going direct vs partnering, how infrastructure decisions impact growth, and why the most successful ISOs are doubling down on sales while leveraging the right back-end support. If you’re building or scaling an ISO, this episode offers a clear look at what’s working right now—and where the industry is headed.
In a market where pricing and equipment have become completely commoditized, agents are struggling to stand out and win deals. In this episode of the Merchant Sales Podcast, James sits down with Jeff Moskowitz, CEO of Tuzo Rewards, to explore a different approach—using rewards to shift the conversation away from price and toward value. They break down how agents can use rewards to create better first conversations, increase engagement, and close more deals without competing on basis points. Plus, Today in Payments covers fraud trends, AI in payments, tap-to-pay adoption, and emerging innovations shaping the industry.
Most agents are stuck competing for small accounts where pricing is everything—but enterprise deals play by a completely different set of rules. In this episode of the Merchant Sales Podcast, James sits down with Jerry Gialanella of Fort Point Payments to break down what it really takes to win larger merchants, from shifting your mindset to focusing on real business problems instead of basis points. They dive into how to uncover true merchant pain points, manage longer sales cycles, and leverage the right partnerships to close complex deals. Plus, Today in Payments covers rising interchange costs, pay-by-bank momentum, and key trends shaping the future of the industry.
Most agents are focused on saturated markets like retail and restaurants—but the real opportunity may be in B2B. In this episode of the Merchant Sales Podcast, James sits down with Russ Hayes and Mike Hayes to break down how ISOs and agents can tap into manufacturers, distributors, and contractors to unlock larger deals and long-term growth. They discuss why integrated invoice and ACH solutions are in high demand, how to get in front of the right decision-makers, and what it takes to build a scalable B2B portfolio. Plus, Today in Payments covers global surcharge changes, digital wallet trends, and key shifts shaping the future of payments.
Most agents get stuck competing for the same small accounts, fighting over price in crowded verticals like restaurants and retail. In this episode of the Merchant Sales Podcast, James sits down with Josh Holden to break down what it really takes to move upmarket—targeting larger businesses, focusing on specific verticals, and building a strategy that actually scales. They dive into hiring strategies, W2 vs 1099 models, building trust with bigger clients, and why shifting your focus can unlock higher-value deals and long-term growth. Plus, Today in Payments covers major industry updates including debanking concerns, cash acceptance laws, and the expansion of global payment platforms.
ACH has long been a frustrating part of payments — slow settlement, complex onboarding, and limited control. In this episode of the Merchant Sales Podcast, James Shepherd sits down with Will Messina, CEO of GrailPay, to break down how modern infrastructure is transforming ACH. They discuss why legacy ACH has struggled for decades, how better risk modeling enables faster funding, and what it takes to create a seamless experience for agents, ISOs, and merchants.The episode also features Patti Murphy’s Today in Payments segment, covering Walmart’s AI checkout results, new interchange legislation, Klarna’s growth, and Mastercard’s move into stablecoins. If you’re an agent or ISO looking to improve cash flow, reduce risk, and stay competitive, this episode is a must-listen.
In this episode of the Merchant Sales Podcast, James Shepherd talks with Satheesh Kanchi, founder and CEO of OneHubPOS, about the growing opportunity for ISOs and agents to offer a processor-agnostic, white-label POS solution. They discuss how OneHub is approaching restaurant and specialty retail verticals, what makes a unified POS platform different from fragmented app-based systems, and why flexibility matters for agents looking to build their own brand in a competitive market. The episode also features Patti Murphy’s Today in Payments segment, covering retail sales growth, buy now, pay later adoption, payment processing expansion, and Brinks’ acquisition of NCR Atleos’ ATM business. If you’re an ISO or agent looking for new ways to create value and expand beyond traditional processing, this episode highlights a compelling path forward.
In this episode of the Merchant Sales Podcast, James Shepherd explores some of the biggest developments shaping the payments landscape today. He discusses the rapid growth of digital wallets like Apple Pay, increasing merchant acceptance of cryptocurrency, and new payment frameworks emerging for cross-border transactions. He also highlights an important reality in payments: technology may evolve quickly, but consumer adoption often takes much longer.The episode also features Patti Murphy’s Today in Payments segment, covering key industry updates including mobile wallet usage trends, crypto adoption among merchants, new cross-border payment initiatives from SWIFT, and Elon Musk’s plans for the upcoming X Money financial super app.
High-risk merchants represent one of the biggest, and most misunderstood, opportunities in merchant services.In this episode of the Merchant Sales Podcast, James Shepherd speaks with Julie Franke, owner of Electronic Merchant Services, about what really defines a high-risk merchant account and how agents can succeed in this specialized segment of the industry. They break down the different types of high-risk classifications, the role of sponsor banks, and why chargebacks, reputation risk, and business structure all impact how accounts are approved. Julie also shares practical strategies for agents looking to enter the high-risk space, including why focusing on a specific vertical is critical, how to manage volume caps and reserves, and where successful agents are actually finding these merchants.Plus, Patti Murphy’s Today in Payments segment covers buy now, pay later regulation, card spending trends, RTP growth, and other key developments shaping the payments industry.If you’re looking for new opportunities beyond traditional merchant accounts, this episode explains how high-risk processing can become a powerful niche.
The payments industry is shifting, and for ISOs, the future increasingly belongs to software.In this episode of the Merchant Sales Podcast, James Shepherd sits down with David Robinson, CEO of MyDevTeam, to discuss how payment companies and agents can transition from traditional processing models into software-driven businesses. They break down what it really takes to build technology, how ISOs can identify opportunities within their merchant base, and why vertical software and integrated solutions are becoming essential for long-term growth.They also explore the realities of software development, common misconceptions about AI, investment expectations, and the massive valuation upside of becoming a technology-driven organization.Plus, Patti Murphy’s Today in Payments segment covers buy now, pay later trends, surcharging debates, ATM fraud, and major industry developments impacting merchants and payment professionals.If you want to understand where merchant services is headed, and how to stay competitive, this episode is a must-listen.
Interchange fees are one of the largest — and most misunderstood — costs in merchant services. But new changes from Visa are reshaping how optimization works and creating new opportunities for payment professionals.In this episode of the Merchant Sales Podcast, James Shepherd speaks with Jeremy Layton, CEO of Verisave, about interchange optimization, Visa’s new Commercial Enhanced Data Program (CEDP), and how merchants can reduce processing costs without switching providers. They explain how interchange works, why many merchants overpay, and how real transaction data is becoming critical under Visa’s new rules.The episode also explores how ISOs and agents can partner on cost reduction programs, unlock new revenue opportunities, and help larger merchants who aren’t looking to switch processors.Plus, Patti Murphy’s Today in Payments segment covers major industry developments including Europe’s move toward a new payment network, rapid growth from Toast and Zelle, and emerging payment innovations.If you’re a merchant sales agent or ISO owner looking for new ways to deliver value — and generate revenue — this episode is a must-listen.
Real-time payments are already transforming how money moves, but most payment professionals still don’t understand the opportunity.In this episode of the Merchant Sales Podcast, James Shepherd and Patti Murphy sit down with Jim Colassano, Senior Vice President at The Clearing House, to break down the RTP (Real-Time Payments) network and why instant money movement could reshape merchant settlement, cash flow, disbursements, and business payments. They discuss how payments can settle in seconds, why adoption is accelerating, and what ISOs and processors need to do now to stay competitive.The episode also includes a Today in Payments segment with Patti Murphy covering major industry news, including interchange legislation, consumer spending trends, digital wallet adoption, and emerging payment innovations.If you’re a merchant sales agent, ISO owner, or payments professional, this episode will help you understand one of the biggest infrastructure shifts happening in the payments industry today.
Where is the payments industry really headed as we move toward 2026?In this episode of the Merchant Sales Podcast, James Shepherd sits down with Greg Myers, host of the Leaders in Payments podcast, to break down the biggest trends payments leaders are watching—from AI and agentic commerce to embedded finance and evolving ISO strategies.The conversation cuts through the hype to focus on what’s actually changing, what’s moving slower than expected, and where merchant sales agents still have a major advantage.The episode also features a Today in Payments segment with Patti Murphy, covering key industry data and headlines, including ACH growth, crypto adoption, system outages, and emerging payment risks.If you’re an agent or ISO looking to stay ahead of where payments, software, and finance are converging, this episode delivers the insight you need.
In this week’s episode, James sits down with Ben Ross of Green PayTech for a candid discussion on what it really takes to build and scale a payments business in today’s market. They dig into partnership strategy, technology alignment, and why integrated payments are no longer optional for anyone serious about long-term growth.Later in the episode, Patti Murphy returns with Today in Payments, covering major developments at the Fed, updates on the Credit Card Competition Act, RTP expansion, and other industry shifts every payments professional should be watching.
In this episode of the Merchant Sales Podcast, James Shepherd sits down with Jaron Rice for a candid, unfiltered conversation about growth, control, and the realities of scaling in the payments industry. Jaron shares his personal journey from building a book, registering directly, experimenting with scale, and ultimately redefining what success actually looks like in today’s market.They break down hard-earned lessons around ownership, operational complexity, team building, and why bigger isn’t always better. The conversation challenges common assumptions about growth and offers a more sustainable framework for long-term success. The episode also includes a Today in Payments segment covering major shifts in crypto cards, stablecoins, and macro payment trends shaping the future of the industry.
Payroll is one of the most overlooked revenue opportunities for payment professionals. In this episode, James Shepherd talks with Evan Perdikouris, President of Nexroll, about how payroll fits naturally alongside payments and how agents can generate new residual income without becoming payroll experts. They break down the economics, the best merchant targets, and simple referral strategies that deepen relationships and increase stickiness. Plus, Patti Murphy joins James for the latest Today in Payments segment, covering key industry updates you need to know. If you’re looking to expand beyond processing and add a high-value service your merchants already need, this episode will show you how to get started.
In this episode, James Shepherd sits down with Blake Wilson for a behind-the-scenes conversation on a rare evolution in merchant services - an ISO scaling the traditional agent channel while simultaneously transforming into a SaaS and technology company. They dig into what it really takes to choose a vertical, build or buy software the right way, and execute integrated partnerships without losing the compensation structures and economics that agents rely on.This is a practical, honest look at vertical focus, tech ownership, and building leverage at scale, without treating either path like a one-size-fits-all answer.
In this week’s episode of the Merchant Sales Podcast, James Shepherd sits down with Chris Del Grande, payments entrepreneur and ISO operator, for an in-the-weeds conversation on scaling merchant portfolios through the 1099 agent model. They break down what it really takes to grow at scale - where agents struggle, how ISOs can better support them, and why the 1099 channel remains one of the biggest opportunities heading into 2026.
As the industry shifts gears into a new year, James Shepherd sits down with Allan Noe for a timely conversation focused on growth, goal setting, and building the right partnerships to scale an ISO. Allan brings deep experience helping payments businesses grow through strategic relationships - including associations, bank referral programs, and other partnership-driven models that create long-term leverage.This episode offers practical perspective for agents and ISOs looking to start the year with clarity, prioritize the right opportunities, and think more strategically about how partnerships can accelerate growth in today’s payments landscape.
As the payments industry looks toward 2026, many agents and ISOs are realizing the traditional agent model is under pressure. In this episode, James Shepherd sits down with Keith Sampson for an honest conversation about burnout, goal setting, and why chasing high splits often leads to unsustainable businesses. Keith shares lessons from building and exiting companies, navigating personal and professional burnout, and rethinking how payments fits into a larger long-term strategy.Together, they break down why the agent model is changing, how to think differently about referral versus dealer structures, and what it really takes to build lasting wealth in today’s integrated payments landscape. The episode also includes a Today in Payments segment with Patti Murphy, covering timely industry news and updates not included in this interview.
In this week’s episode of the Merchant Sales Podcast, James Shepherd sits down with Juan Ortiz for a motivating and strategy-packed conversation on setting goals for 2026 and choosing the right vertical. Juan shares practical guidance for agents and ISOs on how to focus, niche down, and build a plan that actually drives measurable growth in the coming year. Together, they dig into the challenges reps face today and the mindset shifts needed to win in an increasingly verticalized payments landscape.After the interview, James and Patti Murphy bring you another Today in Payments update, offering a quick look at what’s happening across the industry right now.
In this week’s episode, James Shepherd sits down with Allen Kopelman, CEO of Nationwide Payment Systems and host of the B2B Vault podcast, for a wide-ranging discussion on the biggest shifts reshaping merchant services today. From the Visa/Mastercard settlement and VAMP chargeback rules to the growing pressure on ISOs to own their tech stack, Allen shares what he’s seeing firsthand — and why agents must rethink how they sell, support, and position technology to compete in 2026 and beyond.They break down the rise of processor-agnostic software, the future of hardware, the growing push for ISOs to streamline onboarding with automated funnels, and how agents can stay relevant by focusing on the right verticals, the right partners, and the right products.After the interview, James and Patti Murphy dive into a new Today in Payments, breaking down fresh data on holiday spending, the continued rise of Buy Now, Pay Later, and the growing momentum behind real-time payments like RTP and FedNow—and how they compare to legacy ACH rails.
In this week’s episode of the Merchant Sales Podcast, James Shepherd welcomes back Steven Morris for a direct and practical conversation about the mistakes agents commonly make when entering the merchant services industry. Steven shares real-world insights from the front lines, what slows agents down, what causes deals to fall through, and how new reps can build a stronger foundation for long-term success.After the interview, James and Patti Murphy team up for another insightful Today in Payments, covering the latest headlines and shifts shaping the payments landscape.
In this episode, James Shepherd delivers a straightforward, easy-to-understand explanation of what credit card processing is and how it works, from the basics of authorization and settlement to the role of processors, acquirers, and merchant accounts.Whether you're new to payments or need a refresher, this is the perfect foundational guide to help you understand the moving parts behind every transaction and how they connect to merchant sales.After the lesson, stick around for Today in Payments with Patti Murphy, where James and Patti cover the latest industry headlines.
In this week’s episode of the Merchant Sales Podcast, James Shepherd shares a replay from a recent live event with partners at TCG, diving deep into today’s high-risk landscape—and why VAMP is creating massive disruption for Shopify merchants.James breaks down what high-risk accounts really are, how VAMP is triggering holds and shutdowns across Shopify, and why this shift is driving a surge of merchants urgently seeking new processing options. You’ll also hear insights on how agents and ISOs can capture these opportunities by leveraging the Full Stack Payments app in partnership with TCG.After the replay, stick around for Today in Payments with James and Patti Murphy as they unpack the latest industry headlines, including major developments around the Visa–Mastercard settlement and other news shaping the week.
As the payments landscape continues to evolve, how should ISOs, agents, and software providers approach 2026—by going all-in on vertical-specific solutions or by refining generalized offerings that can serve a wider market?In this solo episode, James Shepherd shares hard-earned insights from his experience running both CCStorage, a vertical-specific solution, and Stackably, a more generalized tech platform. He breaks down the advantages and challenges of each approach and offers practical advice on how to align your strategy for growth, innovation, and long-term success in the coming year.Whether you’re building software, growing an ISO, or rethinking your 2026 roadmap, this is an episode you won’t want to miss.
This week on the Merchant Sales Podcast, James Shepherd revisits a topic many thought was long gone — leasing. With today’s advanced and often expensive POS hardware, leasing is once again becoming a smart tool for ISOs and agents to close deals and increase adoption.James sits down with Robert Ensminger to discuss modern leasing strategies, real-world use cases, and how to position leasing as part of a profitable merchant services offering. They break down what’s changed, what still works, and how agents can use leasing to drive portfolio growth.After the interview, James and Patti Murphy tackle this week’s top headlines in their Today in Payments segment.Check out the latest blog post from Today in Payments: https://todayinpayments.com/blog/ai-bnpl-and-the-future-of-payments
Don’t miss the replay of our live event where James Shepherd, Jon Shirey, and Gabe Pinchev introduced a powerful new opportunity for agents and ISOs: reselling FieldPulse through the Full Stack Payments app.You’ll see how FieldPulse helps contractors in industries like HVAC, plumbing, and electrical manage scheduling, invoicing, and payments—all in one simple platform. With full dual pricing support and a native QuickBooks integration, it’s a complete solution for busy service businesses.We also covered how to position FieldPulse with prospects, set demos, and grow long-term residuals through the Full Stack ecosystem. If you’re looking to break into the trades and boost your portfolio, this is a must-watch.Also, don't miss the latest Today in Payments episode with Patti Murphy. Check out the blog post here: https://todayinpayments.com/blog/rtp-growth-aws-disruptions-and-a-mobile-wallet-showdown
In this week’s episode, James Shepherd takes listeners behind the curtain of a new strategic partnership between Netevia and Stackably—a collaboration designed to target three highly specific verticals through custom-built technology and focused marketing.James is joined by Ben Shirey, who leads Stackably, and Isail Flores from Netevia, who brings more than a decade of experience working in these verticals. Together, they break down how this partnership came together, what makes it unique, and how ISOs and tech companies can think differently about vertical specialization in payments.While this is not part of Stackably’s reseller channel, the conversation offers a rare look into the kind of strategic deals shaping the next generation of payment partnerships.Interested in learning more about how Netevia supports innovation in payments? Visit netevia.com/ccsalespro.Check out the latest Today in Payments blog post: https://todayinpayments.com/blog/cash-loyalty-digital-gifting-and-crypto-warnings
Don’t miss the replay of our live event where I sat down with Jon Shirey, CEO of Full Stack Payments, and Greg Olesnycky, Founder & CEO of Micros Restaurant Systems, to unveil a powerful new partnership built for the enterprise restaurant space.In this session, we explored how agents can now access high-volume and multi-location restaurant accounts that were previously out of reach—and how to turn those opportunities into long-term residual income. You’ll learn how to identify ideal prospects, position the integrated solution, and use the Full Stack Payments platform to streamline demos and deal flow.This is a must-watch for anyone looking to break into the enterprise restaurant space and build a powerful portfolio of high-value clients.
Don’t miss the replay of our live event where James Shepherd, Jon Shirey, and Ben Shirey introduced Stackably—a new brand built to help agents win and retain more merchant accounts.You’ll get a first look at Payment Stack, a simple, all-in-one solution with free hardware, software, dual pricing, and native apps for both merchants and their customers. It’s the first of many feature sets designed to help agents grow long-term, high-value residuals.Then, Patti Murphy joins James for Today in Payments with insights on the latest updates in the industry. Plus, Rich Norton shares some sales tips. If you’re ready to reduce churn and strengthen your portfolio, this is a must-watch.
Stablecoin is more than hype—it’s creating real opportunities in high-risk and e-commerce. In this episode, James Shepherd sits down with Stan Pacovsky of Payment Servers to explore how stablecoin payments are being applied today and what the future could look like.Then, Patti Murphy joins James for Today in Payments with insights on the latest industry shifts, including changes in B2B transactions and new data on surcharging. Plus, Rich Norton returns to share practical strategies for selling integrated payments and POS solutions—can you still close the deal in one call?Don’t forget: Join James on Monday, September 29th at 4PM EST for the official Stackably launch event. Get an exclusive demo of the Full Stack Payments app and the first “Payment Stack” feature set. Register now at ccsalespro.com/stack.Check out this week's episode of Today in Payments: https://todayinpayments.com/blog/the-debit-divide-courts-cards-and-change
Should software be processor-agnostic, or is there an advantage when processors own and operate the technology? In this episode, James Shepherd sits down with longtime industry expert Allen Kopelman to unpack the differences, tradeoffs, and future of payments software. They explore how these models impact agents, ISOs, and merchants—and what’s really driving the debate behind the scenes.Plus, don’t miss the official launch of Stackably, the newest division of Full Stack Payments, on September 29th at 4PM EST. Register now at ccsalespro.com/stack.
Integrated payments are reshaping the industry, but success looks very different depending on whether you’re an ISV or an ISO. This week, James Shepherd sits down with Ashley Willson, a consultant who works with both software companies and ISOs, to share her unique perspective on the challenges and opportunities in integrated payments. With experience on both sides of the equation, Ashley offers practical insights into where the market is headed and how to navigate it.Then, Patti Murphy joins James for Today in Payments to cover the latest industry trends, including new statistics on surcharging programs and what they mean for the future.
Consumer financing has become a critical offering for merchants—and an opportunity for ISOs, agents, and ISVs to differentiate. In this week’s episode, James Shepherd interviews Bob Lovinger from FlexBuy to explore their white label consumer financing solution and recent acquisition of Koalafi’s coaching finance division. Learn how FlexBuy helps merchants provide access to capital, increase conversions, and strengthen customer loyalty.Then, in Today in Payments, James and Patti Murphy discuss the results of a recent survey showing merchants’ strong demand for access to capital from their payment providers—sometimes enough to switch processors. They also cover other timely stories shaping the payments landscape.
What does it really take to build an ISO capable of boarding 600+ new merchant accounts every month? In this week’s episode, James Shepherd sits down with Dustin Magaziner of PayBright to explore the strategies, systems, and mindset behind scaling an ISO to that level. From operational challenges to growth tactics, Dustin shares a behind-the-scenes look at what’s working today in the industry.Then, James is joined by Patti Murphy for Today in Payments, where they unpack the latest stories shaping the future of payments—including updates on interchange regulation and surcharging.
Ever wondered what it takes to move from a retail ISO to a wholesale ISO—or what a Payfac actually is? In this week’s episode, James Shepherd sits down with Kyle Morgan to unpack the mechanics of payments behind the scenes. Learn why faster funding for merchants comes at a cost, how the flow of funds works, and the differences between wholesale ISOs and Payfacs.Then, James is joined by Patti Murphy for Today in Payments, where they cover the latest updates from some of the biggest players in the industry and what’s working (and not working) in their approach to payments.
It is no secret that ISOs are looking for integrated payments partnerships, while ISVs want access to payments industry distribution, but so far, these partnerships have not lived up to the hype. In this week's episode, James Shepherd shares the 6 reasons why ISOs and ISVs have not worked well together so far and what both sides can do about it. Then, James is joined by Patti Murphy for a Today in Payments segment covering the latest news and trends shaping the payments industry.
Are industry conferences worth your time and money? In this episode, James Shepherd sits down with John Newton, chief organizer of the Western States Acquirers Association (WSAA), to talk about how to decide whether to attend, the value of sponsoring versus being an attendee, and proven strategies to maximize networking opportunities. James also shares why some of his best deals and connections have come directly from events like WSAA.📅 Don’t miss your chance to connect with the industry’s top professionals—register now for the WSAA 2025 Conference at westernstatesacquirers.org.
As stablecoins gain traction, it’s time to revisit the role of Bitcoin in the payments industry. This week, James Shepherd and Patti Murphy sit down with Jason Keil of Polaris Payments for a timely conversation about where Bitcoin is headed, how new legislation could influence adoption, and what payment professionals should expect over the next 12 to 24 months.Then, Rich Norton shares some quick sales tips from the field, and Patti returns with a Today in Payments segment covering the rise of real-time payments—despite a few technical hiccups!
High-risk merchant accounts are one of the most challenging areas in payments. In this week’s episode, James Shepherd interviews Jerry Gialanella from Fort Point Payments to break down what it really takes to get high-risk deals approved, the pitfalls to avoid, and how their team gets it done.Afterward, Rich Norton shares actionable sales tips from the field, and Patti Murphy joins James for Today in Payments to discuss major industry shifts—from stablecoin developments and Bitcoin trends to PayPal’s latest moves and the GENIUS Act.
What’s it really like for a vertical software company to integrate payments? In this week’s episode, James Shepherd sits down with Derek Henmi, founder of Vino—a platform built specifically for wineries and a partner of Full Stack Payments. They discuss the realities of software development, integrating with Dejavoo, and navigating the world of payments from an ISV’s perspective. If you want to understand what software companies truly face when embedding payments, this episode is a must-listen.Then, Rich Norton shares practical sales tips from the field, and Patti Murphy joins James for a powerful Today in Payments segment focused on interchange regulation, surcharging, and other hot-button industry topics.
Chargebacks are evolving—and if you’re selling merchant services, underwriting accounts, or handling compliance, you need to be ahead of the curve. In this episode, James Shepherd interviews Scott Adams, one of the industry’s leading experts on chargeback management and Visa’s new VAMP program. Scott offers a clear breakdown of what VAMP means for ISOs, processors, and merchants, and how to prepare for what’s coming next.Then, Rich Norton shares sales strategies from the field, and Patti Murphy joins James for Today in Payments, covering key developments in stablecoin, Fed payments, and more.
This week’s episode is packed with insights you won’t want to miss. James Shepherd kicks things off with Vlad Sadovskiy of Netevia to discuss the future of integrated payments, the evolution of Clover, and a new capital raise for Full Stack Payments through Netevia Financial. Learn more about that funding announcement here: https://fullstackpayments.com/capital-fundingVlad also shares a fun behind-the-scenes story about using the Netevia card at the Stanley Cup Finals.After the interview, James and Patti Murphy dive into a wide-ranging Today in Payments segment, exploring how stablecoins could disrupt the current card networks by running over Visa and Mastercard rails. Could this new wave of innovation reshape how we all get paid? Get the full story on the blog here: https://todayinpayments.com/blog/swipe-tap-or-token-the-changing-face-of-payments
Your P&L should be more than a spreadsheet—it should be a tool for growth. In this episode, James Shepherd sits down with a fractional CFO who works with top payments companies to break down how to get your financials in order, raise capital, and prepare your business for acquisition or expansion. Whether you’re building toward a valuation event or just want clearer insight into your revenue, this conversation is packed with valuable advice.Then, Rich Norton shares practical sales strategies for agents, and James joins Patti Murphy for Today in Payments to cover the latest news—from a new stablecoin backed by Mastercard and PayPal to the future of POS and processor-agnostic solutions.
In this live event, James Shepherd and Jon Shirey, CEO of Full Stack Payments, unveiled the brand-new Full Stack Payments ISO Program — a game-changing opportunity for ISOs who want to empower their sub-agents with vertical-specific software solutions and Full Stack’s full suite of integration and support.We broke down exactly how ISOs can plug into our network of ISV partnerships, provide real value to their agents, and still earn lifetime vested residuals — all without needing to manage onboarding, integration, or fulfillment themselves.Jon also shared how agents and ISOs can download the Full Stack Payments app from the Apple or Android app stores to:• Schedule demos with ISV partners• Track the status of each referral• Earn residual income from every closed dealThis program is built to help ISOs grow smarter, scale faster, and win in niche markets — from fitness and hospitality to tattoo and professional services.If you missed the live event, be sure to watch the full recap now to see how the ISO Program works and how to get started.
Too many merchant sales agents treat this industry like a side hustle—and end up paying the price. In this week’s episode, James Shepherd sits down with Ben Ross, COO of Green Payments, to unpack the biggest mistakes agents make when choosing a partner, signing agreements, and scaling their business. From dangerous contract terms to misunderstood comp plans, they break down how to avoid common traps and instead build a long-term, residual-focused business with the right support and solutions.Whether you're new to the industry or reevaluating your ISO partnership, this episode is packed with honest insights and practical takeaways to help you succeed.Be sure to sign up for an exciting dinner event in NYC with Green Payments on June 26! www.ccsalespro.com/nyc
Selling payments is changing—and software is leading the way. In this week’s episode, James Shepherd sits down with Rob Kyle from the Full Stack Payments team to break down the real-world sales process of bundling payments and vertical-specific software. From handling demos to coordinating handoffs with ISVs, James and Rob share insights on how to close deals in today’s integrated environment. If you’re ready to evolve your sales strategy and generate residuals through Full Stack’s lead program, this episode is for you.👉 Don’t forget to download the Full Stack Payments app to start sending leads and earning residuals today.After the interview, stick around for Today in Payments, where James and Patti Murphy cover four top stories shaping the future of the industry.
What does it really take to grow from an individual agent into a full-blown ISO? This week, James Shepherd sits down with industry veteran Gus Torres to hear his journey—from working the streets to running his own ISO. Gus shares practical insights, mindset tips, and how his partnership with Netevia helped scale his operation. Then, stick around for the Today in Payments segment, where James and Patti Murphy break down the latest updates on the Credit Card Competition Act, BNPL regulations in the UK, and more industry headlines.
This week’s episode features a replay of a live event with Brian Fitzgerald, EVP of ISV and Enterprise Partnerships at Full Stack Payments. James Shepherd interviews Brian about what it really takes to close large merchant accounts and build successful ISV partnerships. Learn how Full Stack supports agents with implementation, integrations, and lifetime vested residuals. Then, stick around for the Today in Payments segment where James and Patti Murphy cover the latest headlines shaping the payments industry.
What if merchants could earn reward points just for processing payments? This week, James Shepherd welcomes back Jeff Moskowitz to explore a creative twist on merchant services—credit card processing rewards. From luxury travel to high-end merchandise, learn how this unique program is gaining traction and helping agents stand out in a crowded market. Then, James and Patti Murphy dive into a packed Today in Payments segment, covering everything from crypto developments to Visa and Mastercard’s push to enable AI agents like ChatGPT to make payments.
Complex payment flows are one of the biggest challenges in B2B sales—but they also offer some of the best opportunities. In this episode, James Shepherd shares a replay of his live interview with Denis Lunev, CEO of DepositFix, to break down how CRM and payments integrations can help you land merchants with ERP systems, HubSpot, QuickBooks, and more. Learn how tools like DepositFix simplify these workflows and how you can win merchant accounts through Full Stack Payments’ mobile app. After the interview, stick around for the Today in Payments segment, where James and Patti Murphy cover the week’s top headlines and trends.
ACH doesn’t always get the spotlight, but it plays a vital role in the payments ecosystem. This week, James Shepherd sits down with Tommy Chipman of Payliance to unpack the power and potential of ACH—why it still matters, where it's headed, and how it fits into the broader payments landscape. From crypto to PayFacs, Tommy shares a wide range of insights from his diverse industry background. Plus, don’t miss sales tips from Rich Norton and the latest Today in Payments segment, where James and Patti Murphy break down key industry headlines.
Nonprofits may not be the flashiest vertical—but they represent a massive, often overlooked opportunity in payments. In this week’s episode, James Shepherd shares a replay of his live interview with the CEO of GiveHub to explore how modern payment solutions are transforming the nonprofit space. Plus, hear how Full Stack Payments is stepping in with a mobile-first integration to make giving easier. Then, Rich Norton delivers another round of real-world sales tips, and Patti Murphy joins James for a packed Today in Payments segment covering everything from major acquisitions to mobile wallets and regulated debit.
We often hear that software is eating payments—but what if it’s the other way around? This week, James Shepherd sits down with Dustin Magaziner of PayBright to explore how payments companies and ISOs are uniquely positioned to form strategic partnerships with software providers. They dive into a recent deal and share predictions for where the industry is headed. Then, Rich Norton delivers another round of practical sales tips from the field. Finally, James and Patti Murphy bring you the latest Today in Payments segment, covering four major news stories that are shaping the future of the industry.👉 Don’t miss Today in Payment’s latest blog post: https://todayinpayments.com/blog/big-tech-dodges-cfpb-supervision-for-now
Surcharging remains a hot topic in payments, but what does a compliant program actually look like in the field? This week, James Shepherd speaks with frontline expert, Alexander Alvarez, who’s actively setting up compliant surcharge programs for merchants. Get a behind-the-scenes look at what’s working, what’s not, and how agents can navigate the compliance landscape. Then, enjoy some timely sales tips from industry veteran Richard Norton. Finally, James joins Patti Murphy on her Today in Payments podcast to discuss the latest swipe fee battles and what they mean for the future of the industry. Check out the full blog post at todayinpayments.com/blog/swipe-fee-showdown.
In this week's episode, James interviews Josh Elkes, CEO at Harbour, an innovative eSign and ClickWrap provider that is already an approved vendor with Esquire bank, providing ISOs with streamlined contract management and approval. Stick around for sales tips from Rich Norton.
Auto dealers are leaning into dual pricing, surcharging, and other differential pricing strategies—and payments companies are taking notice. In this week’s episode, James Shepherd interviews Ben Ross of Green Payments to talk about how this high-volume, high-margin vertical is embracing innovative pricing models. Learn how Green Payments’ proprietary Dealer Genie software is built to serve this niche and integrate with dealer management platforms. Plus, discover why the auto industry is becoming a prime opportunity for savvy agents and ISOs looking to specialize.
Join me in this live event recap with Jonathan Shirey, CEO of Full Stack Payments, and Kirk Fourniadis, General Manager of SimpleSpa as we break down how sales agents can tap into the growing spa industry with the right software and payment solutions.What you’ll learn:• How to identify high-revenue spas and salons in need of better payments• How SimpleSpa helps streamline operations and increase revenue• How to schedule demos, close deals, and build long-term residualsDon’t miss this opportunity to get ahead in one of the most profitable verticals in payments!
How will AI reshape the payments industry? This week, James Shepherd explores the role of artificial intelligence in payments, featuring a groundbreaking conversation—including the first-ever AI agent interview on the podcast! He sits down with Vlad Sadovskiy, CEO of Netevia, to discuss AI's impact on ISOs, ISVs, and merchants. Then, Patti Murphy breaks down the latest on the Credit Card Competition Act and what new regulations could mean for the industry. Don’t miss this forward-looking episode!
The fitness industry is growing, and with it comes new opportunities for sales agents and gym owners alike. If you missed our live event, you can now watch the replay and discover how Full Stack Payments and GymDesk are transforming gym management with seamless payment solutions.In this session, we covered:• Why fitness is one of the best industries for building long-term, high-value residuals• How Full Stack Payments' partnership with GymDesk creates new revenue opportunities• Strategies to identify gyms that need better payment solutions and how to close deals• How to use the Full Stack Payments mobile app to track and grow your residualsJoin Jon Shirey (CEO, Full Stack Payments), Itay Gabay (VP Sales, GymDesk), and Alex Bohatka (AE Team Lead, GymDesk) as they break down this game-changing opportunity.Catch the full replay now and learn how to take advantage of this growing market
Independent Software Vendors (ISVs) are reshaping the payments landscape, but do they pose a threat or a massive opportunity? This week, James Shepherd sits down with Caleb Avery, CEO of Tilled, to discuss the evolving role of ISVs in payments, the challenges they face, and how to capitalize on the opportunities they present. Then, Patti Murphy breaks down the latest developments in interchange costs, including potential regulations and new state laws impacting fees on tips and surcharges. Don’t miss this deep dive into the future of payments!
Why is payment processing so complex, and will it ever get simpler? This week, James Shepherd interviews UK-based payments expert Simon Kemp to explore the challenges and future of payment simplification. They discuss industry trends, the impact of verticalization, and whether complexity is here to stay. Then, Patti Murphy dives into Elon Musk’s latest venture—X Money. Could it disrupt the payments space? Tune in to find out!
Tune in to this recap of our webinar to learn how to build massive residuals in the Healthcare Payments industry. I am joined by Jon Shirey (CEO, Full Stack Payments), Mark Dunn (Owner, Field Guide & Co-owner, TSI), and Brian Wasserman (President & CEO, TSI) to discuss their new partnership and share strategies for targeting medical merchants, scheduling demos, and adding large accounts to your residual portfolio—all managed within the Full Stack Payments mobile app. Don't miss these expert insights!
In this episode, James Shepherd sits down with payments expert Kyle Morgan to break down the complexities of interchange and uncover the latest pricing tactics used to increase margins. From hidden fees to interchange padding and optimization, this discussion sheds light on how processing costs are structured and what ISOs and agents need to know. Whether you’re new to interchange or looking for advanced insights, this episode is packed with valuable information. Plus, Patti Murphy provides an update on Visa Direct’s push for instant payments.
In this live event, we hosted special guests Jury Balta, CEO of Defender POS, the leading provider of Gun Shop POS Solutions, and Jon Shirey, CEO of Full Stack Payments. We dove into the unique challenges facing gun shops, including compliance with laws, the high-risk payment processing designation, omni-channel solutions, and more.During the event, Jon shared how viewers could download the Full Stack Payments app from the Apple or Android app stores to schedule a demo for a gun shop. The demo conversion rate is extremely high because Defender POS is the only all-in-one solution tailored for this vertical.With Full Stack Payments' integrated payments setup, attendees learned how to schedule a demo, track its status, and earn lifetime vested residuals from merchant processing after closing a deal. Scheduling a demo is as easy as pulling up the app on your phone!We also covered key tips to ensure a gun shop is a good fit before scheduling a demo. If you missed the live event, be sure to catch up here to get all the insights and training!
In this episode, James Shepherd interviews Robert Finnila, who shares his journey from starting strong in payment processing sales to recruiting and managing a team. Gain practical insights from someone who’s been on the front lines and transitioned into leadership in the merchant services industry. Stay tuned for Rich Norton’s sales tips and Patti Murphy’s update on fraud concerns in the P2P payments space.
James Shepherd interviews Ben Griefer, COO of Maverick, to explore how ISOs can collaborate with upstream partners to secure ISV and eCommerce platform deals. Whether you’re a tech company or an ISO, learn strategies to succeed in the integrated payments space. Stay tuned for Rich Norton’s sales tips and Patti Murphy’s insights on holiday spending and its impact on margins and residuals.
In this episode, James Shepherd interviews AW, co-founder of Silverflow and a former Adyen leader, to discuss innovations reshaping the acquiring space and lessons from the success of companies like Square and Stripe. Gain valuable industry insights into payment trends and challenges. Stick around for Rich Norton's actionable sales tips and Patti Murphy's analysis of Visa's response to monopoly claims and the Credit Card Competition Act.
In this week's episode, James Shepherd interviews Dylan Gaines, who has sold thousands of merchant accounts through bank referral relationships. Discover how to find and activate the right referral partners and maximize these opportunities. Stick around for Rich Norton's sales tips and Patti Murphy's update on Visa's latest instant payment solutions and their impact on the industry.
Join James Shepherd in this week's featured interview with seasoned agent, Reed Corless, who has mastered the art of building a thriving merchant portfolio through cold calling and field sales. Discover what it takes to succeed in today's market and gain valuable insights into what top agents seek in an upstream partner. Stick around for Rich Norton's sales tips and Patti Murphy's take on Google's legal challenges surrounding their payments and banking platforms.
Yesterday, we hosted the biggest live event of my career, and I’m thrilled to share the highlights! We tackled the unique challenges facing merchant sales agents and software companies, introducing a groundbreaking business model to bridge the gap between these worlds.During the event, I unveiled Full Stack Payments, introduced the CCStorage reseller program, and had the privilege of interviewing Ben Shirey, CEO of CCStorage and Jon Shirey, CEO of Full Stack Payments. Together, we showcased how agents can build lifetime vested residuals with vertical-specific software companies using our innovative new app.To top it off, we revealed our mobile app, now available on Apple and Google app markets, and gave an exclusive preview of the four new verticals coming in January 2025.Thank you to everyone who joined me for this game-changing event—together, we’re shaping the future of merchant sales!
In today's episode, we start off by interviewing Jennifer May, the "Payment Princess" and discuss how she has built a personal portfolio of 3,500+ merchant accounts and is still growing. Then Patti Murphy joins us to discuss the most recent attempts to regulate interchange and the hearings on the hill that brought senators from both sides of the isle together, in opposition to the current interchange pricing structure.
Discover how PayBright is supporting agents that want to board CBD merchants in this week's featured interview with Dustin Magaziner. And stick around for sales tips from Rich Norton, and Patti's reporting on just how merry the holiday shopping season is expected to be.
Many successful agents are competing in their market, one vertical at a time. The pharmacy vertical has been largely untouched by the ISO world for decades, because of a lack of integration partnerships. During this event, I interviewed Ben Ross of Green Payments to discuss how they are selling into this vertical with success and building a profitable / valuable portfolio. I still believe the long-term winners in the agent / ISO community will be those who focus on specific verticals / partners. This event highlights that approach in a practical way, using the pharmacy vertical as an example for this approach.
Are you an ISO and thinking about getting your own BIN (bank identification number)? Then this interview with Elaina Smith of Secure Bancard is a must. It's chock full of information about managing BINs and details Secure Bancard's new BIN-in-a-box program, which allows an ISO to lay claim to a BIN on Secure Bancard's multi-BIN platform. Then stick around for sales tips from Rich Norton. Plus Patti reports on the latest breaking news out of Fiserv.
Discover how Dejavoo works with ISOs and ISVs to private label technology and service so they can offer merchants a processor agnostic one-stop shop in this week's conversation with Mony Zenou, Founder and CEO of Dejavoo. Mony also announces a special program for replacing merchants' outdated Linux devices with Dejavoo's Android P line at steep discounts. Check it out at ccsalespro.com/dejavoo. Also this week Rich Norton offers fresh sales tips for the feet on the street, and Patti reports on a Fiserv-Walmart partnership.
In this week's featured interview, discover how Len Kats built an impressive portfolio of B2B merchant accounts in just three years! Stay tuned for valuable sales tips from the field with Rich Norton. Plus, catch Patti's latest update on an Illinois law that would exempt sales tax and tips from interchange assessments, along with a look at other states considering similar legislation.
"It's not a slam dunk," as Ali Mast, Founder of Parachute Advisory, explains in this week's featured interview. It's more a matter helping them put together "puzzle pieces" in ways that foster alignments of the right models and partnerships. Then stick around for fresh sales tips from Rich Norton, and Patti's reporting on payments orchestration in the ecommerce ecosystem.
"Hone in on automation and technology," explains Ben Griefer of Maverick Payments. This week's podcast also features tips for landing more sales from Rich Norton, and reporting from Patti on how card acceptance fees paid by U.S. merchants compare to fees paid by merchants in other countries.
Passion, not being afraid to fail, and making time for family, explains Vlad Sadovskiy, CEO at Netevia. Vlad a successful entrepreneur and his daughter, Emma, a budding entrepreneur, sit down with James for a far-reaching discussion around the changing complexion of entrepreneurship in this week's featured interview. Then stick around for more tips on selling from Rich Norton, and Patti's reporting on bank-to-bank payments.
Omni-channel payments are evolving—don’t get left behind. In this webinar, I share insights on terminal placement in an omni-channel market, alongside an interview with Mony Zenou, CEO of Dejavoo/iPOS. We discuss Dejavoo’s "POPUP" program, which offers discounts on new gateway-enabled devices, and explore key topics such as payment integration with POS systems, the pros and cons of gateway-enabled versus stand-alone devices, and strategies for promoting your brand to merchants. Watch the replay to catch all the insights, including a Q&A session with Mony and myself.
Building a restaurant point of sale portfolio in 2025 isn't going to get any easier for the lone wolf payments rep. In this webinar I discuss the role of the merchant sales agent in the restaurant POS project, how to successfully partner with a POS company, and what restaurant owners want in order to choose your solution over Toast.I am joined on this webinar by Saleem Khatri, CEO at Lavu. After working with Lavu on the consulting side to design an agent reseller program, then boarding some restaurants myself, I recently worked with them to make some major changes to their program in order to position agents for success in building a portfolio in 2025 that takes feedback and market realities into consideration.
Discover how AI is streamlining sales, approvals and customer service in this week's interview with Dave Fiegle, president of the AI Agency. Then James describes how he uses AI in his businesses, and Patti reports on how regulators are honing their focus on BNPL.
It's a sticky proposition, explains Alan Noe CEO at Evolv, in this week's featured interview. James continues on this theme, encouraging sales reps to think more broadly about building relationships that go beyond payments. And Patti wraps up the podcast, reporting on how the CFPB is taking issue with fees merchants charge for cash-back transactions.
In our recent webinar, we explored strategies to reduce friction in the sales process, increase the lifetime value of your clients, and boost payment processing margins by white-labeling your own gift card program. For those looking to create long-lasting relationships with merchants, regardless of the technology solutions they choose, it's crucial to control the gift cards and offer a flexible program. During the event, Ryan Rose, CRO at Factor 4, joined us to discuss three key revenue drivers that are often overlooked by ISOs and Agents—drivers that can significantly impact your portfolio's value.
"If you build it right, buyers will come," explains Danny Mikhail in this week's featured interview. Mikhail built Zuza, a POS and business management software company, which he sold earlier this year to Bank of America. This week's podcast also features sales tips from Rich Norton and Patti's reporting on instant payment networks and fraud.
In this week's episode, James interviews David Morris about which payment methods are most important and how ISOs and ISVs should adjust their payment acceptance strategy. Then, we get a sales tip from Rich Norton and James finishes this episode with a special segment recorded a few days ago at his dinner with Green Payments on the future of the payments industry and how Agents and ISOs should focus on partnerships as they move forward.
In this week's episode we are joined by long time industry veteran and recruiter Chris Sandifer to discuss the history of the ISO model, how things have changed and what the future holds. We also discuss the keys to building a 1099 sales team and how to leverage technology in this effort. After this interview, James talks with Rich Norton about how to raise your floor and remove your ceiling for success and Patti Murphy talks about the innovations happening today with debit cards. We hope you enjoy this episode, thanks for listening!
In this week's episode, James shares his thoughts on a framework for effective strategy. You will learn how to identify, create and combine strategic puzzle pieces in the payments industry to create maximum value for yourself / your organization. Rich Norton gives a quick sales tip from the field and Patti Murphy shares a disruption to the growth of the BNPL space as card issuers begin to stop payments from their cards to pay off their BNPL loans. Thank you for joining us!
Your ISO should offer BNPL. "At the end of the day, it's all about stickiness," says Derek Barclay, CEO at Enable Inc., which offers ISOs a white-label approach to financing consumer purchases. Plus, another installment of sales tips from Rich Norton, and Patti's reporting on how consumers are embracing tap to pay.
"Building a great, profitable agent relationship is a lot like building a great friendship," explains Chris Del Grande, Co-Founder & President of Valued Merchant Services, in this week's featured interview. Then James discusses the value of finding and teaming up with the right business partners, and Patti reports on a Supreme Court ruling that deals a blow to the Fed over its debit interchange cap.
Learn how to offer Dual Pricing, Compliant Surcharging, Invoicing (email / text), subscriptions and so much more to card not present merchant types. In this event, James is joined by CTO and co-founder Jeff Rooney of Fluid Pay to discuss how to provide the right solutions to these merchants and how to do it in a way that is fully white labelled to promote your ISO brand.
"It's a new twist on a winning model that works especially well for restaurants," explains Alejandro Swaby, Director of Sales at Cervion. Plus, Patti reports on the ongoing legal fracas involving the card brands and merchants.
Learn strategies for successfully raising capital to grow your ISO from a panel of experts in this week's featured interview. Plus Patti reports on predictions for travel spending.
It's a new twist on an old strategy: merchants earning reward points for card payments processed. "We're seeing merchants who are wiling to sign long-term contracts," because of this type program, Jeff Moskowitz, Co-Founder of Tuzo Rewards explains in this week's featured interview. And stick around for more sales tips from Rich Norton and Patti's reporting on what's up with the Fed's planned debit interchange haircut.
That's what Dee Karawadra is hoping is the case for the CRM he's building at ImpactTechLab - a CRM ISOs can use to streamline operations, he explains. Plus get sales tips from merchant sales guru Rich Norton. And stick around for Patti's reporting on state initiatives to rein in interchange.
This week James & Patti interview industry attorneys James Huber and Matt Luciani on the proposed $30 billion legal settlement Visa and Mastercard just inked with retailers to make a longstanding lawsuit go away. Then James interviews uber-salesman Rich Norton on mastering the one-call close, and Patti reports on research into consumer and business payments preferences.
In this new age of integrated payments, point of sale systems, and ISVs, sales professionals are losing their edge. The key to growth is still closing business. In this episode, James shares 10 key characteristics of closers and breaks down the closers mindset. Optimize your own sales performance, or the performance of your sales team.
Join James Shepherd, Ben Ross of Green Payments and Jeffrey Sanders Of Union POS to discuss the high volume venue opportunity. These include bars, food service, event venues and many others. During this event we will be sharing the keys to prospecting and selling these large venues and rolling out a free video training program James created in partnership with Green Payments and Union.
"Everyone is looking at monetizing payments," says Brian Abernethy of Utopaya. But you have to understand the tradeoffs. Plus James talks about prospecting ISVs and Patti has an update on the Fed's plan for capping debit interchange.
Selling point of sale systems has become a crucial component of a growing payments portfolio. But there are challenges! How do you know which system to offer? How do you demo complex systems and close deals? What does the installation process look like? For this event, I will be joined by Ben Ross of Green Payments to discuss these an other challenges related to selling point of sale systems in 2024 and how Green Payments has structured their organization to specialize in point of sale deals. Learn how you can build a portfolio of point of sale solutions in 2024!
"It's not for everybody," explains Vigyan Kaushik, CEO at Quantic, a cloud-based POS solution firm. "Mostly it's for organizations that are looking to create brand awareness and sell something they own." Also this week, James offers some ground rules for focusing on growing a team and taking your company to the next level.
"In a lot of cases we're simpler and more efficient," says Ryan Rose of gift card company Factor4 in this week's featured interview. Plus, James continues his multi-part interview on selling merchant services with uber salesman Rich Norton, and Patti has an update on the a merchant lawsuit challenging interchange.
Get the inside scoop on Fluid Pay's cloud-based gateway. "We are API first," said Nick Cucci, Co-Founder and COO. Also, Fluid Pay will always remain behind the scenes, he adds, as the company has no interest in poaching clients. Then stick around for a conversation between James and Rich Norton concerning opportunities for newbies in merchant services. "This can a big as you want it to be," says Rich. And don't miss Patti's reporting on the government's war on junk fees and the potential implications that could have for differential pricing.
"Timing is everything," says Blake Wilson of Phase 3 during this insightful discussion with James about when and how he decided to strike out with a partner and build an ISO business from scratch. Then James continues his series on overcoming common objections by offering vertical-specific software paired with dual pricing. And Patti reports on the demise of Google Pay.
Generate extra revenue in the process. Merchants have until May 31 to apply for their share of a $5.5 billion class-action settlement with Visa and Mastercard. Collectively can help agents help merchants claim their share of that settlement, while also generating agent revenues. Louis Teplis, CEO at Collectively, provides the details. Then stick around for James's thoughts on working smart vs. working hard, and Patti's reporting on the latest consumer spending data.Visit ccsalespro.com/settlement to learn more.
Tune in this week to get a lawyer's take on protecting your merchant portfolio from (upstream and downstream) poachers, and upstream partners who hold back residuals. "Think of who you're doing business with," says Eugene Rome of Rome LLP. Then stick around for James's advice on overcoming objections around dual pricing through vertical-specific solutions, and Patti's reporting on Visa's cybersecurity investments.
"As ISOs we need to stop being generalists and start being specialists," Elaina Smith of Secure Bancard explains in this in insightful discussion with James on what the future holds for ISOs. Then James talks about how vertical-specific solutions can 86 cost objections, and Patti has an update on the BNPL market.
"Selling payment processing requires always being on the lookout for better and more streamlined solutions," explains Russ Hayes, Pinnacle Business Products, in this week's featured interview. James continues on the theme of B2B, which he describes as "primed" for the 1099 distribution model, and Patti reports on the escalating cost of financial crime compliance.
Particularly 1099s. "Selling POS is more important today than it ever was," says Dustin Magaziner, Founder & CEO at PayBright. Learn what PayBright is doing to help 1099 agents adjust to this new reality. James follows that with insights for managing and running a 1099 team, and Patti has a report on Sen. Durbin's latest doings in Washington.Learn more about Paybright here: https://www.gopaybright.com/join-our-team
Fresh off the sale of the ISO Beyond, industry veteran Michael Peters explains what goes into building and executing an exit strategy for a payment processing ISO. "You need to have full command of the sales model and what drives revenues," he advises. Then James talks about the power of telemarketing in today's marketplace, and Patti reports on the acquisition of Discover by Capital One and what it means for competition.
Crypto is on fire, and crypto payments are no longer a one-off. "We're seeing a lot of activity in niche markets, especially for high-ticket items," Eric Brown, CEO at Blockwyre, explains in this week's featured interview. Blockwyre has developed a suite of blockchain tech, from digital wallets and payments to digital asset custody and partners with ISOs and agents. Then stick around for James's advice for creating demand to support your prospecting efforts, and Patti's reporting on new surcharging regulations for merchants in New York.
Learn how Netevia is helping ISOs and agents rewrite the merchant sales playbook to include banking services as new sources of residual income. "We see massive opportunities," said Vlad Sadovskiy, Netevia's CEO. Than stick around for James's take on value-added services for sub-verticals, and Patti's reporting on a new surcharging law in New York.
Learn how and why Dejavoo Systems has positioned itself as a Fintech for ISOs. "Our job is to help them compete better than they can on their own, by providing new technologies for their agents' tool boxes," explains industry legend Mony Zenou, the firm's founder and CEO. Then James offers a new model for using telemarketers to get solid merchant leads, and Patti has an update on the social media platform X's plan for taking on PayPal.
"There are a variety of ways cannabis dispensaries can take payments," explains Glen Kaplan of Charge Today. Discover what Charge Today is doing to support merchant accounts within this controversial vertical. James continues on the verticalization theme with some insights on stealing customers from Square. And Patti wraps up this week's podcast by reporting on a class action lawsuit brought against Visa by ISOs challenging the card company's surcharging and cash discounting rules.
Learn about the future of ISO sales and marketing from the vantage of industry veteran Allen Kopelman. "Business owners are looking for partners. If we have the right products, they will pay," says Kopelman, CEO at Nationwide Payment Systems. James follows that with his take on why content marketing is so important for ISOs and agents, and Patti reports on a movement afoot in Washington to regulate fintech firms that offer payment services.
Discover how Josh Holden, agent owner at CardConnect, is building a team of local agents to sell complex payment processing solutions. Plus James has the skinny on getting outside capital and Patti reports on how surcharging and cash discounting are getting caught up in the federal government's campaign against junk fees.
This week Patti has a one-on-one with James, discussing his success strategies, and how sales reps can chart their own successes in payment processing. Then Patti reports on the Goldman Sachs-Apple split.
If you're selling payment processing with any form of dual pricing, you also should be offering check processing, say Travis Powers, Vice President of Partner & ISO Relations at CrossCheck. Discover the residual opportunities available with modern check services in this featured interview. Then James discusses the ins and outs of scaling a business, and Patti reports on opposition to credit card routing legislation.
Offer restaurants the ability to receive and manage delivery orders from multiple services using a single interface, says Thibault Le Conte, Founder of OrderOut. "We provide seamless Clover integration, and there's an API for ISVs," he notes in this week's interview. James follows with some insights on additional verticals where there is growing demand for delivery, and Patti reports on Apple's latest legal woes.
watch this replay of the special live event where we will discuss high risk processing and how to build a portfolio in this profitable segment of the industry. We will also be giving away James' latest eBook on this topic that has been created with the help of Maverick, who is the sponsor of this event. James will be interviewing Ben Griefer, COO at Maverick to discuss the best practices to find, sell and service high risk merchants. As our industry continues to shift towards card not present, there has never been a better time to understand how high risk processing works and explore the best ways to build a profitable book of these merchant accounts.
The challenge is in backing up agents with reliability and expert support, explains Ben Ross, COO at Green Payments, an ISO built around the 1099 sales model. "We consider ourselves an independent support organization," Ben added. Then James continues the theme, discussing what processors need to be doing today if they want to be successful with 1099 agents, and Patti wraps up the episode with a report on the BNPL market.ben@greenpayments.io
Discover what Greg Myers has learned from 250+ interviews on his Leaders in Payments podcast. Plus James talks about an ISO Alliance initiative that dramatically increases good sales leads, and Patti reports on the dynamism of the payments processing industry.
Learn about Axium, a new Android-based terminal line from Ingenico, the company's strategic partnerships like the one Ingenico has with Payroc, and the company's vision for the future. "The payments industry is growing by leaps and bounds," says Tim McWeeney, head of U.S. indirect acquiring and ISO sales at Ingenico. James follows the interview with a briefing on the explosion of card-present ISV solutions, and Patti wraps up the episode with a report on the CFPB's plan to regulate non-bank payments companies, like PayPal and CashApp.
Compliant Surcharging is more popular than ever with card not present merchants, but reconciliation with Quickbooks can be a challenge. In this webinar, I am joined by Biller Genie President, Garima Shah to discuss how to make Surcharging work for these merchants and the process they went through to design and implement a seamless, processor agnostic surcharging integration with Quickbooks. There is a huge market segment of merchants who are invoicing their clients and uses Quickbooks. This market is largely untapped by the ISO / Agent community and surcharging is your best chance at generating interest. Join me to talk about this opportunity and how you can build a solid book of business while helping these merchants cut costs.
HotSauce POS is a processor-agnostic restaurant POS solution built for ISOs and agents to sell, Kai Hsu tells James & Patti in this week's featured interview. "We don't compete with the people feeding us," the HotSauce CEO said. Then James talks about how confidence and expertise add up to sales success, and Patti reports on a new pay-by-bank solution from Chase and Mastercard.
In this week's episode, James shares his thoughts on building a sales process that is relevant for 2024 and beyond. Our industry is more complex and competitive than ever, but many ISOs and ISVs are depending on outdated sales processes and trying to fit a square peg in a round hole. James will walk you through the 5 stages of a segmented sales process for payments and integrated technology and discuss how each stage should be handled to create an overall sales experience that works for the merchant.
Think in terms of influencer marketing, Mark Wagner, Founder and President of Disputifier, advises in this week's featured interview. (You can reach out to Mark for a list of influencers.) James follows the discussion by explaining how ISOs and agents should be choosing competitors, and Patti reports on a Fed proposal to slash the cap on regulated interchange.
Tune in as James & Patti discuss the evolution of the ISO channel with Alex Benjamin, Head of Global Business Development at Aevi. Aevi is a European firm that's making inroads on this side of the Atlantic as in-person payments experts. Then, James continues the theme with news of the ISO Alliance and its mission of helping small and mid-sized ISOs future-proof their businesses, and Patti reports on a class-action lawsuit alleging PayPal violates state and federal antitrust laws.
In this week's interview, Jeff Shea of Under.oi. explains how processors and others can leverage their vast storehouses of in-house data and AI algorithms to readily create up-to-date risk models. In the next segment James relates a conversation with a restaurant owner regarding Dual Pricing. (Spoiler alert: savings, alone, are huge.) Then Patti wraps things up with a report on the CFPB's concerns that over Big Tech's mobile payments dominance.
POS systems may be all the rage, but terminals are not going away any time soon, explains Lori Pagnozzi, CEO and Chief Disruptor at HipFinity, the newest name in the terminal market. "We need to take ownership of the situation," Lori says. Also in this week's episode James makes the case for why a positive mindset leads to sales success, and Patti reports on Intuit's new all-in-one payment acceptance and banking solution for small businesses.
Merchants' cost of card acceptance extend beyond interchange. Tune in as long-time industry veteran Ken Musante explains the complex web that is non-interchange pass-through fees, and how these drive up the cost of acceptance. James follows the interview with insights on how ISOs and agents can leverage their payments expertise beyond just selling, and Patti reports on some comings and goings at Square and Toast.
With payment processing becoming more and more complex, there are huge benefits to hiring W2 sales professionals that you can train and manage. However, you must do it right if you want to create a return on the investment.The 1099 model is still effective at scale, especially for large, national ISOs, but I have found that local ISOs and those focused on selling technology solutions struggle to make this model work.Join me along with Ben Griefer, COO at Maverick, to discuss how ISOs can leverage W2 sales professionals to build a profitable portfolio. If you are serious about scaling your ISO but are feeling burned out on the 1099 model or are looking for a way to take greater control over your growth objectives, this special edition of the Merchant Sales Podcast is for you.
"With dual pricing, it all comes down to customer perception," insists Keith Sampson, CEO at the ISO Surv. Keith explains how Surv's dual pricing program is done "the right way." Also in this episode, James has tips for getting deals across the finish line, and Patti has a promising report on the ATM market.
Kevin Feagan, CRO at Everyware, talks with James and Patti about the firm's Pay by Text solution, which now incorporates BNPL, and the movement toward what he calls "conversational commerce." Plus, James offers a formula for managing follow-ups, and Patti reports on consumer preferences for omnichannel experiences.
Drew Rute describes how his company, Rate Zero, recovered from the disaster of "getting fired" by its POS system provider in this week's featured interview. Then James explains the value of offering customers integrated solutions rather than getting stuck on the notion of processor-agnostic solutions; and Patti reports on the expected impact of FedNow on debit card spend.
Industry legend Juan Ortiz shares his path to building a successful book of business. The right technology, a supportive team, and a zeal for prospecting were 3 keys, he says. Plus, James describes how to marry email lists and content marketing to enhance prospecting, and Patti reports on a new credit card surcharging law in New Jersey.
Sales reps face risks up and down the relationship chain, explains attorney Eugene Rome. In this week's featured interview, he describes some of the legal land mines that exist and how agents can protect against them. Plus, James discusses the power of campaign marketing, and Patti reports on PayPal's latest crypto play.
Lane Gordon of 733 Park lends his wisdom to discussions around payments companies purchasing ISVs. "You have to understand what's under the hood," he explains. Then James answers the question "What could be the death of the 1099 model?" And Patti reports on Sen. Durbin's latest push for interchange legislation.
This week, Vlad Sadovskiy, CEO at Netevia, talks with James & Patti about FedNow, the new real-time payment network just launched by the Federal Reserve. "The payment system is going to start running fast, just like the stock market," Vlad predicts. Plus, James offers his take on "core values" and what they should mean to a company and its employees. And Patti reports on the fallout from Toast's latest pricing move.
More than $1 trillion in payments volume has shifted to vertical software companies over the past 5 years, says Caleb Avery, CEO at Tilled, and that figure continues to grow as software companies discover the value of payments monetization. Learn what ISOs and agents can do to take advantage of this trend. Plus James describes strategies for growing your ISO/agent business.
In today's episode, James interviews the CEO of CCStorage, a property management software company for Self Storage Properties. This is a company James owns and so the two share an insightful and transparent look at what it takes to build your own vertical specific software company with integrated payments. James follows up this interview with his thoughts on partnering with ISV's versus building your own.
First, we had software-as-a-service. Now we’re seeing a similar phenomenon with hardware.
Hardware-as-a-service is a great model that everybody in merchant services should be thinking about.
Lavu, the sponsor of this Merchant Sales Insight, has paired the HaaS model with its restaurant management solutions, to drive significant revenue opportunities for sales reps. One reason why is that HaaS is a better deal for business owners
To learn more about offering hardware-as-a-service and about Lavu’s reseller program, visit ccsalespro.com/lavu. You can read James’s latest blog post on the topic here: https://www.ccsalespro.com/blog/hardware-as-a-service-anew-pos-paradigm
Streamlining merchant onboarding can be a challenge, especially with quick service restaurants, which, not surprisingly, put a lot of emphasis on simplicity and speed.
Here are four keys to streamlining POS installations for QSRs.. (1) Seamless merchant account set-ups (2) Free equipment, or at least no upfront investment required for new hardware (3) Deployment processes and procedures designed for smooth set-ups (4) An intuitive user experience for Admin
Snack POS, the sponsor of this Merchant Sales Insight, has really streamlined the POS installation process for QSRs. If you want to see what that looks like, visit ccsalespro.com/snack.
Learn the ins and outs of selling payment processing to card not present merchants who use quickbooks for accounting, and need a reliable invoicing system. James is joined by Garima Shah, President at Biller Genie as they discuss the unique needs of merchants who invoice for payment and how Biller Genie serves these merchants with a processor agnostic system that supports all major gateways while synchronizing data with Quickbooks.
In last week's episode, James discussed the macro trends in the industry. Today, he shares the four biggest opportunities in payments that should be considered as you map out your competitive strategy for the next 5 to 10 years. He talks about card not present, B2B, ISV Partnership, and local W2 teams, with insights and practical steps to explore these opportunities.
In this special, two-part episode of the Merchant Sales Podcast, James shares seven important trends in the payments space of which you should be aware and which should impact your strategy. We talk about the industry as a whole and how software, capital, and alternate payment methods (among other trends) are changing the landscape.
Discover how to optimize day-to-day operations and scale up a white-glove approach to customer service through the marriage of tech and payments in this far-reaching conversation with Sebastian Builes, Co-Founder and CEO at Arcum. Plus, you're not going to want to miss James's demonstration of how ISOs and agents can use Chat GPT to grow their merchant portfolios.
Visa has been on a tear, issuing fines to acquirers that "trickle down" to ISOs and agents, who typically don't know what's going on, explains Industry Attorney Charles Bishota in this week's featured interview. Plus James fields a question about the ban on surcharging in Massachusetts, and Patti reports on trends in consumer payment preferences.
There is no one way to negotiate a compensation package with an ISO. But there are 4 considerations that are essential to the negotiating process.
(1) Residual income (2) Upfront bonus money (3) Free hardware (4) Customer support
PayBright, the sponsor of this Merchant Sales Insight, is really focused on providing free hardware to merchants, and the company has a reputation for superior customer support. Visit gopaybright.com to start a conversation.
Elaina Smith, Chief Financial Officer at Secure Bancard, shares her secrets to success, as well insights on common mistakes that get in the way of growing an ISO. "Always surround yourself with people who are working at the same level you do," she counseled. Plus, James answers the question: "Should I milk my business, or should I grow it." And Patti reports on an FTC action against a payments company that played fast-and-loose with scammers.
Compliant surcharging can be quite profitable for ISOs and their sales reps. But before proceeding, ask yourself:(1)What is the average ticket size of a prospect/client?(2)Do we have technology to integrate with the billing system, so statements are accurate and understandable?(3)Do we have an omni-channel solution?Payroc, sponsor of this Merchant Sales Insight, has done a fantastic job of building an omni-channel compliant surcharging solution that integrates with billing.Head over to payroc.com/go to learn more about the program they call RewardPay.
Scott Adams, CEO at Fraud Deflect, joins James & Patti this week to explain Visa's new rule changes around the type of chargebacks commonly referred to as "friendly fraud.' "These changes are going to be a game changer for some merchants," said Scott. Then James addresses what he describes as the race to vertical SaaS solutions, and Patti reports on a chargeback mitigation firm that has found itself in the hot seat.
There are three foundational pillars - tech capabilities - upon which ISOs and agents can build successful merchant services marketing plans.1. A statement analysis tool that supports quick turnaround with 100% accuracy.2. A tool for creating instant savings estimates without the need for uploading statements.3. Customer proposal templates.ISO Amp, my company and the sponsor of this Merchant Sales Insight, has spent the last several years perfecting the application of technologies that support these three pillars. Plus, we can help ISOs and agents build custom marketing campaigns.Visit getisoamp.com to learn more.
In this week's featured interview we explore how ISOs and agents can slash merchant attrition with gift card and loyalty programs. Some agents are seeing attrition rates fall by as much as 50%, simply by offering gift card programs, explained Dan Battista, CEO and Partner at Factor4, a leading provider of omnichannel gift card and loyalty programs. Next, James offers insights on selling payment and POS solutions remotely, and doing it right. Then Patti reports on a new survey of consumer payment preferences.
All too often banks make it difficult for ISOs and agents to set up accounts. Not so neobanks.Neobanks are fintechs with apps that streamline mobile banking. And neobanks are a potential game changer for merchant services.ISOs and agents are uniquely positioned to profit from neobanking. Maybe even more than they profit from payment processing.Netivia Banking, the sponsor of this Merchant Sales Insight, is on the cutting edge of neobanking. Go to ccsalespro.com/netevia to open your own Netevia business banking account. I did, and I really like the flexibility and control it gives me.
Learn what it takes to really make it in merchant services. "Focus and intention are critical", says Elaina Smith, CFO at Secure Bancard. Later on in the episode, James draws on his own experiences to offer advice on what it takes to launch a software company, and Patti has some new insights on consumer spending and card usage.
James puts a new spin on an old way of compensating sales agents, the profit true-up. In this episode of the Merchant Sales Insight, you'll learn:- What a profit true-up is & how it works- How dual pricing is dramatically changing the math around profit true-ups, as well as overall account profitability- Using profit true-ups to evaluate potential ISOs/processors for your accountsThis edition of the Merchant Sales Podcast is sponsored by North American Bancard. NAB has one of the best profit true-up programs in the industry, plus a dual pricing program it calls Edge. Visit GoNAB.com, and ask what kind of profit true-ups you might be able to get on an average account.
In this special edition of the Merchant Sales Podcast, James explains Visa's recent decision to cap credit card Surcharges at 3%, and how that will drive more ISOs and agents to pitch Dual Pricing. Plus, James interviews Eric Bernstein, CEO at Valor Paytech, on how Valor terminals can support both Dual Pricing and Compliant Surcharging, and together James & Eric respond to agent questions.
Use excuses to your advantage. Here are three key considerations:1. Have a good excuse for calling on a business owner in the first place.2. Justify (have an excuse for) why you're calling on the merchant now.3. Negotiate for time throughout the process.Keep the business owner in a negotiating posture for as long as possible. Use lines like, “Well, one more thing, and then I’ll let you go," and, "Would tomorrow work for me to come back and provide a demo?”
This week's podcast features Dave Humphrey, President at Bryte Payment Solutions, discussing the importance of first impressions and maintaining open channels of communication. James shares his insights on starting a vertical-specific software company based on his personal experience, while Patti reports on a new Visa initiative that promotes interoperability between P2P payment networks.
Pivot the conversation to a purely financial decision, where an investment of a few hundred or a few thousand dollars can generate awesome returns through dual pricing.There are three ways I see these type of deals getting done.The merchant pays early termination and other costs incurred breaking the contract, and recoups multiples of that amount by eliminating most of their interchange costs.The merchant and agent share the quantifiable costs of breaking a contract and any needed upgrades to the merchant's POS solution, as well as returns on the investment. Ask your ISO/processor to cover the cost of breaking the merchant's existing contract and any required hardware and software upgrades. Or work out a deal where you pay back some or all of those costs to the ISO from future residuals.If your ISO or processor doesn't want to work with you on these type deals, it may be time to start looking for a new partner.
Newbies and seasoned merchant sales reps, alike, will benefit from this special edition of the Merchant Sales Podcast. In this podcast, James gets down to basics, answering oft asked questions like "What exactly is payment processing?" and "How do ISOs and reps make money?"
There is no one-size-fits-all method of getting a merchant to give you a processing statement for analysis. But these are 3 ways that have been proven to work.(1) Simply Ask: Reach out to the merchant directly and request their processing statement, offering to provide a proposal and other relevant information for their review. This straightforward approach can often yield positive results.(2) Email Signature Link: Include a link to a marketing campaign in your email signature for easy statement uploads. With the user-friendly ISO Amp platform, this can be done seamlessly, saving you time and effort.(3) Full-Scale Marketing Campaign: Create a comprehensive marketing campaign utilizing ISO Amp to offer instant quotes or complete analysis in exchange for critical contact information. This can generate leads and provide you with a wealth of data for analysis.Click here to check out our top notch statement analysis service! https://getisoamp.com/
If you're selling Non-Cash Adjustment, Dual Pricing, Cash Discounting, or Compliant Surcharging, you are not going to want to miss this special edition of the Merchant Sales Podcast as James discusses 3 scenarios for differential pricing and actions ISOs, agents and their merchants can take to avoid running afoul of Visa rules. Reminder: Visa has said it will be ramping up compliance checks for surcharging and other forms of differential pricing beginning this month. And stick around for Patti's reporting on FIS's decision to exit merchant services.
In this week's episode, James interviews Steven Morris on how to build a succesful 1099 sales agent team. Hint: The solution is not to recruit everyone with a pulse! Next, James discusses one of the most important decisions facing our industry in terms of technology and that is, processor agnostic or in-house processing. Finally, Patti provides an insider's report on Fed Now, a real time payment network built and provided by the government. This will be a game changer and is something about which you should be very familiar.
Learn how CNP Mentors works with ISOs and agents to tamp down merchant chargebacks and fraud. "Even the worst offenders, with the right tools systems and knowledge can get chargeback rates down," explained Scott Adams, CEO of CNP Mentors. Then James continues his series on merchant objections, this week addressing the question "What to do when selling dual pricing and a merchant doesn't want to upset customers?" And Patti provides an update on plans to give gun shops their own MCC.
Explore the true costs of payment processing and revenue opportunities for sales reps!In this second edition of my payment processing series you will learn about:- Merchant fees- Card brand fees- Schedule A costs- Selling on price vs. selling on value
If the Silicon Valley Bank failure showed us one thing it is the role of social media in triggering panics, explained Vlad Sadovskiy, CEO at Netevia Banking, in this far reaching conversation on the fallout around SVB's failure. Then James explains how to sell merchants who are locked into contracts, and Patti reports on Visa's continued commitment to crypto.
Payments processing is all about moving money. This episode of the Merchant Sales Insight zeroes in on the particulars - the technologies and processes that drive the movement of money, and by extension your residual streams.- Learn how money flows from cardholder's account to merchant's account- Discover how interchange works, and why it fluctuates. - Identify other costs that get built into merchant fees This is the first of a 2-part series.
In today's episode we speak with Lance Lehr, CEO at One POS. We discuss their focus on the bar and club merchant types and the unique challenges faced by these merchants. After the interview, James provides his rebuttal to the objection "My software is already integrated with another payment provider" and Patti gives an update on the BNPL industry.
Learn how Snack POS was purpose-built for easy deployment and use at small and mid-sized QSRs. It's literally plug-and-play and no task takes more than a few keystrokes to complete, explains Schmuly Preizler, CEO at Snack POS. Then James fields a question about an upcoming Visa rule change regarding surcharging, and Patti reports on the planned spinoff of Worldpay by FIS.
ATMs are a really good fit with dual pricing, and a great addition to residual streams. Here are 3 reasons why you should be selling ATM services.First and foremost is the psychology of the merchant offering customers a way to get cash should they want to take advantage of a lower cash price. Experience suggests few do, but they appreciate having the option. Plus the merchant can earn money every time a customer uses an ATM placed at their business.Second, cash may not be King, but it still has a place in consumers' wallets, and the place most consumers get their cash is at ATMs. Why not offer the convenience ATMs at your merchant's location?Third, there is residual income to be earned by the ISO and the agent placing ATMs, in addition to merchant opportunities to share in revenue streams.Star Financial, the sponsor of this Merchant Sales Insight, is looking for ISOs and agents that want to expand their retail merchant relationships, and build up residuals, by offering ATM services. Head on over to gowithstar.com to learn about Star's reseller program.
"Clover works for just about any business," says Josh Holden, President of HTB Business Solutions. Plus, it has "brand recognition," Josh explains during this week's featured interview. James follows that with a discussion of capital allocation, and Patti reports on new fraud trends driven by AI.
The most successful merchant sales reps are payments experts; they really understand the business of payments processing. Here are 3 surefire ways to establish yourself as a payments expert:(1) Read industry publications, like the Green Sheet, and listen to podcasts like the Merchant Sales Podcast.(2) Tune in to industry experts on social media. A good place to start is at my LinkedIn page.(3) Study for and take the Certified Payments Professional (CPP) exam administered by the ETA.My company, ISO Amp, has leveraged the power of payments expertise to become the leader in statement analysis. We hire only experienced professionals to build and maintain our models and analysis routines. ISO Amp pairs that expertise with sophisticated tools, like AI, to complete most analyses in a matter of minutes. Stop wasting time doing account analysis yourself. Join the hundreds of ISOs and individual agents that leverage the power of payments expertise that's been built into ISO Amp. getisoamp.com
"Think in terms of things that take merchants away from pursuing their passions," said Laz Kalemis, CEO at Simpay. In this week's featured interview, Laz explains how by cross-selling merchants on services like payroll, business insurance and marketing, Simpay doesn't need to board as many merchants each month just to maintain revenue flows. Then James describes a successful model for building W2 sales teams, and Patti reports on research that paints an optimistic business outlook among SMBs.
Software companies have two major pain points as relating to payment processing. (1)The terrible integration processes provided by legacy solutions. (2)Merchant on-boarding. Software companies want to make signing up for a new payment processing account easy and fully automated. These companies are also looking to make money on payment processing! This edition is sponsored by Tilled. Tilled is not only my preferred provider of payments integration, but my own ISV just finished integrating with them! Check out my new, free training program on how to sell ISVs at https://www.ccsalespro.com/tilledSo, how do we sell ISVs to help them solve these two pain points and make money on payment processing? Here are three tips that will help:Step #1 - Find a Vertical where you have a passion or expertise.Step #2 - Find a software company that serves this vertical in way that you understand.Step #3 - Find a payment integration partner that specializes in working with these software companies and connect the dots!
In this episode of the Merchant Sales Podcast, Gregg Aamoth, CEO at Popcodes, shares how his technology allows ISOs to send messages and notification to smart terminals. That information can increase revenue through value added services and reduce attrition through education and survey style communication. James follows up this interview with tips on pitching dual pricing, and Patti shares insights on automated checkout. This podcast is brought to you by ISO Amp, the leader in full service, statement analysis. Learn more at https://www.getisoamp.com
How do you analyze a processing statement to give you the best chance of closing the deal? There are three key questions you need to ask. This edition of the Merchant Sales Insight is sponsored by ISO Amp, the leader in full service statement analysis. Visit https://www.getisoamp.com for more information.I do believe in having statements fully analyzed. However, there are some simple things to look for and understand which enable you to discuss a processing statement with a merchant, whether you send it to ISO Amp or not. The key is asking three questions: (1) Why am I analyzing this statement? Desiring to match the rate? Trying to maximize savings? Seeking Interchange Optimization?(2) How are they processing payments? You'll be lost if you don't realize you are looking at a high risk or an eCommerce statement, regardless of how well you categorize the fees. (3) Ask who is charging the fee? This is the key to understanding each fee on a statement. Is it charged by the issuing bank? (Interchange) One of the Card Brands? (Visa, Mastercard, Discover) The payment processor? Or, it could be charged by a technology provider. Understanding who is charging the fee is a key to understanding that fee and how it will impact your proposal.
Learn how Danny Mikhail and the team at Zuza are implementing true dual pricing with itemized receipts across multiple in-person and card not present channels. James also discusses why Dual Pricing may generate more consumer questions than legacy programs and why this is good. Patti finishes the episode by sharing some breaking news regarding Mastercard and their issues with the FTC over "blocking" competing networks. James even makes a prediction about how all this new regulation will play out in the card brand's favor.
How do you steal a restaurant client from Toast? This is very different from "competing with Toast" which was the topic of a recent panel discussion. In this video, sponsored by Lavu, I talk about what you need to do in order to take a restaurant client from Toast that is already working with them. Spoiler alert... It isn't easy and it usually requires a financial investment. Good news? It is a very profitable investment!
It's all about staying focused, explains Dustin Magaziner, CEO at PayBright. Dustin launched his career in merchant services while attending college, 10 years ago. He co-founded PayBright, which now supports sales teams in 7 states. James follows-up the interview with Dustin by asking ISOs and agents "What are you focusing on for 2023?" And Patti wraps up the podcast with details of a report challenging retailer assertions around interchange.
There are three things small ISOs should be looking for as they attempt to scale their business. This edition of the Merchant Sales Insight is sponsored by Maverick Payments. I believe they do a great job of providing all three of these things to small ISOs.1. Every small ISO needs a technology focus. You need to offer great technology solutions, but you need to focus those solutions to a specific vertical or specific segment of the market.2. Small ISOs need to avoid opportunity cost. You must feel confident in the ability of your upstream processor to take on the operational processes, such as underwriting and deployment. Then you can focus on sales.3. Brand equity and brand focus are crucial to success as you seek to build momentum with your target audience. This means your logo should be prominently displayed throughout the merchant experience.
This week, Alexander Renzi from MAPP Advisors, shares his take on leveraging outside capital and acquisition for growth. Learn why ISOs might consider purchasing tech companies and vice versa. Then, James continues this conversation by explaining the pros and cons of using outside capital. And Patti provides an update on the Buy Now, Pay Later market that continues to grow.
Have you ever thought about becoming a bank? With Netevia, the sponsor of this edition, offering business banking services and building a new residual portfolio from your existing book of business is much easier than you may have realized. Learn what business owners really want from a neo-bank like Netevia and explore the concept of rolling out these services to your clients. Build residuals and increase retention.
This week we've provided the audio from a recent interview / live event James hosted. The topic is "how to sell card not present merchants." There's specific emphasis on the rise of Dual Pricing with Card / ACH Prices and compliant surcharging as viable options for these merchants. James also interviews James Derby from Payroc on their solutions being offered to their CNP merchants.
Netevia is rewriting the ISO playbook, bundling mobile banking and merchant services to create new revenue opportunities for ISOs and agents, Vlad Sadovskiy, Netevia's CEO, explains in this week's featured interview. Plus, James talks about buying accounts (and not in the traditional sense), and Patti reports on a new ad campaign against federal regulation of credit card routing.
James shares the biggest cost in every payments business, opportunity cost. You can't measure it and it doesn't show up on the P&L, but your number one goal should be to minimize this cost. Watch this edition to learn how you can identify assumptions and beliefs about your business, validate those assumptions and minimize your opportunity cost. Whether you are an individual agent or the CEO of a large acquirer or Payfac, this short video will serve as a reminder to focus not only on what you are doing, but on what you are choosing not to do.
As you think about your strategy for 2023 and beyond, there are 5 trends that you should consider. In this week's episode of the podcast and the Merchant Sales Insight, Patti interviews James Shepherd on his top 5 trends for 2023.
In this special, end-of-year edition of the Merchant Sales Podcast and Merchant Sales Insight, James is sharing the most important trends to watch in 2023 and how these 5 trends will impact your growth strategy. Don't miss this special edition and be sure to download the PDF version by clicking here: http://www.ccsalespro.com/wp-content/uploads/2022/12/2023_Integrated_Payments_Strategy_NMI.pdf
Let's make 2023 the year we finally learn how to bring the worlds of ISO, Agent and ISV together to compete in a beneficial way to all concerned! This week, we interview Thomas Moore, VP of Business Development at payarc, about the challenges of bringing the ISV world together with the ISO world. James follows up with advice around the ISV partnership mindset for individual agents. And Patti closes the episode with a report on economic trends that should bring record-breaking residuals for the month of December.
In this edition of the merchant sales insight, I want to talk about Valor Paytech's cloud based support and the importance of controlling terminal settings and the entire merchant experience from the cloud. I am always amazed by the technology available to agents and ISOs today versus when I started 12 years ago! Make sure you have full visibility and real time control of every device you deploy.
If you're selling payment processing to grocers and c-stores, consider selling EBT processing too, says Kyle Morgan, CEO at Mercantile Processing Inc. "You should be offering it as a value-add," he told James and Patti during this week's featured interview. Also this week, James explains the importance of "next action steps" when working with agents and with prospects, and Patti reports on struggles plaquing the crypto arena.
In a recent poll conducted in the CCSalesPro Community with individual agents, we found that 48% of agents are leading with Dual Pricing and only 33% with Non-Cash Adjustment / Service Fee programs. The remaining agents are leading with true Cash Discounting (14%) and Compliant Surcharging (5%). Learn why the trend is towards Dual Pricing. Learn why companies like our sponsor, North American Bancard, are seeing a significant improvement in merchant and agent experience with these programs.Learn more about North American Bancard and their "Edge" program for Dual Pricing by visiting https://www.gonab.com
This week we speak to one of the founders of OnDeck to learn why he launched a new company, "Lending Front." This company is bringing mainstream lending to merchants through partnerships with payments companies and banks. This is the future of small business lending. Then, James speaks to a brand new field agent who is struggling to walk into businesses, and Patti provides compelling data on ISVs and payments integration.
How well do you understand merchant statements? Learn the ins and outs in this edition of the merchant sales insight. We dive into topics like issuing banks that charge interchange, interchange padding and optimization, card brand fees and processor fees. If you want to become an expert at reading merchant statements, this is a great place to start! Make sure you visit https://www.getisoamp.com to learn more about the sponsor of this edition. ISO Amp is the leader in full service statement analysis.
Tune in this week and learn how Josh Beneditti is building a modern payments company, Card Z3N. "We offer technology with a human touch," Josh explains. James follows that up with insights on raising capital, and Patti closes out the podcast with a report on growing fraud threats.
In this edition of the Merchant Sales Insight, I explain what a vertical specific software company is and what they are looking for from a payment processor. We discuss how to identify a good software company prospect and help you better understand their challenges and needs. This edition is sponsored by Tilled.
In this episode...
We talk with Yonas Marcos, CEO at Star Financial, about the ATM business. We explain why ATMs have become more popular through the rise of cash discounting and now dual pricing.
We also discuss non-compliant ATM systems, such as the Cashless ATMs being used by Cannabis Dispensaries, and how Visa is cracking down.
Then, I discuss some powerful external threats to the ISO / Agent model.
And Patti talks about how the Durbin Amendment is finally being fully implemented with competitors to Visa and Mastercard with debit routing.
Let's face it, the merchant services industry spends way too much money on recruiting and far too little on training. The secret to both recruiting and activating reps is training. Learn the 3 step process that I used in my own ISO and what dozens of consulting clients have used to dramatically reduce the cost per recruiting lead while simultaneously increasing the agent activation rate.
In this episode... We interview Sebastian Builes, CEO at Arcum Partners. We discuss how they have created a technology platform that identifies at-risk merchant accounts before they cancel. Thus, ISOs and other payments companies can dramatically reduce the cost of attrition. James talks to an agent about building a business funding solution alongside payment processing. Then Patti closes out the episode with a discussion about card tokenization and some stats from Visa on this technology.
In this edition, we focus on the challenge of selling larger volume merchant accounts. I get very specific with tips on how to find data on these local merchants and how to connect with the right decision makers. I asked Dustin Magaziner of Paybright to sponsor this edition as part of the, "No Merchant Left Behind" series. I love what Paybright is doing to ensure that agents don't lose profitable deals because they are too large, too small or need too much free equipment, so definitely check out what they are doing.
Whether you are an individual agent or the CEO of an ISO or ISV, our interview this week will help you overcome your barriers to growth. OB Rawls has a long track record of success in the payments space and currently spends his time helping payments and technology companies scale up. Then, Patti and James talk about credit card routing and debate pending legislation and regulation that could impact our industry.
Most Americans still want to carry some cash and they get this cash from ATM machines. Yonas Marcus, the CEO at Star Financial tells us that he is seeing a surge in ATM placements at businesses like Restaurants that are implementing Dual Pricing. Consumer behavior remains the same, but the business enjoys presenting an alternative to card payments and they make a little money as patrons grab some cash on the way in or out.
Learn how Lavu helps ISOs and agents deliver easy-to-use, customizable, iPad-enabled POS solutions to specialty food service merchants. Think bars, drive throughs and pizza shops. "We can scale up or scale down," Lavu CEO Saleem Khatri, explains in this week's featured interview. Then James shares results of an informal survey of pricing practices. Spoiler alert: dual pricing is gaining. And Patti reports on another government investigation of Visa and Mastercard.
There are many large companies with a national footprint that are paying much more than they should for payment processing. Why are they willing to pay such high fees? Because they value a smooth integration with their custom software to create seamless experiences for the end user. Learn about the basics of APIs and how you can target these merchants with solutions like our sponsor NMI.com
In this week's episode, long time industry professional, Kristin McWilliams, explains the inner workings of the payments industry in a practical way. She answers questions like, "Should your ISO become a Payfac?", "Should you register?", "What is a wholesale ISO?" And many more. Then, James talks about taking sales seriously, and Patti gives us an update on Zelle and the fraud issues they are experiencing.
In this edition of the Merchant Sales Insight, I follow up on my recent live event, and new training program with Lavu to break down the core competitive advantages enjoyed by Toast for the last few years and how agents / ISOs should compete with this solution.
I also lay out a framework for competing with other Payfac / ISV companies using the agent channel. Lavu is the sponsor of this weeks edition and I would encourage you to check out my new training program on selling restaurant point of sale systems.
Learn more by visiting https://www.ccsalespro.com/lavu
Watch a replay of my live event here: https://youtu.be/Hf4voPDXs5Y
In this episode we discuss Crypto Acceptance with Abdullah Tharoo of Pay Koncept, a company that has pioneered Crypto Acceptance for more mainstream merchant types such as Jewelers.
Then, James talks about the future of payment processing as it relates to alternate forms of payment. How should you be adjusting your strategy for ACH (Fed Now), P2P (Venmo and Zelle) as well as new forms of value exchange such as Crypto. If you want to think about the future of payment acceptance, this is a must listen episode.
In this edition of the Merchant Sales Insight, I partnered with retailcloud to discuss the importance of in-store pick up and how this tactic can be used by smaller retailers to compete with their larger competition such as Amazon.
While the recent attempt by Senator Durbin to attach this regulation as an amendment to a defense spending bill has failed, he still seems determined to further regulated Visa and Mastercard by requiring the creation of competitive networks and giving them a fighting chance. What does this mean for our industry? This is our topic on the Merchant Sales Podcast today.
James Shepherd starts out the episode with a quick tutorial on Interchange, Issuing Banks and Acquiring banks and then he is joined by attorney James Huber to discuss how the Credit Card Competition act seeks to disrupt the payments ecosystem.
What does the ISO of the future look like? If an ISO wants to grow over the next 3 to 5 years, I believe they need a true partnership with technology companies.
I am not talking about doing a quick payments integration and telling their sales team that a new POS is available. I am talking about making a capital investment in a technology company, playing a key role in designing the payments experience and then shifting the focus of the organization to this new partnership.
In this edition of the merchant sales insight, I provide a two step process to turn your ISO into a technology player. I partnered with NMI on this edition. They are, in my opinion, the perfect partner for the ISO that is looking to bring their organization together with technology providers while keeping the payment processing in-house.
This week James and Patti speak with Elaina Smith, CFO at Secure Bancard, about how the Durbin Amendment changed the debit card market and how Sen. Durbin has offered similar legislation targeting the credit card market. James offers some insights on what, if any, impacts ISOs and agents can expect if Sen. Durbin's proposal is passed, and Patti has an overview of the legislation itself.
Several months ago, I sent an email about the Employee Retention Tax Credit. I explained how to get even a small business $100,000+ in free money from the IRS.
A few dozen referral partners signed up with a company I know and trust. They offered their business contacts a proven solution to maximize their ERC funding, while generating a referral commission.
Since that time, I have seen many deals approved. Now I believe it is time for our industry, as a whole, to go on a mission and spread the word to our business contacts!
I've seen businesses with ten employees get $100K+ in free money from the IRS. And the referral partner is cashing a $3,000+ commission check, just for making the introduction.
Discover how Metro Payment Technologies has been growing its merchant portfolio through networking and referral partnerships. Follow-up is crucial, Joan Winnington, Director of Operations and Marketing at Metro, explains in this week's featured interview. Then James offers steps to successful networking. Plus, Patti reports on regulatory rumblings around BNPL.
How well do you understand the risks inherent in the payment processing space? In this week's edition, I partnered with Maverick Payments to take a deep dive into this topic. You will learn the three sources of risk, the three risk multipliers and the keys to choosing the right high risk provider. I really enjoyed writing this one, I hope you enjoy it!
Caleb Avery, Founder & CEO of Tilled, is passionate about software-led payments. That passion shines through in this week's featured interview, where he discusses Tilled's just-announced partnership with Aevi, and how it creates a true omnichannel approach to Tilled's PayFac-as-a-Service solution. James follows with his response to a question from the field on branding, and Patti reports on the blowback over plans for an MCC code for gun shops.
"Selling on Value" is the big buzz word in merchant services, but many agents and ISOs still struggle to take the first steps in that direction. Today, I am presenting the easiest possible value sell for a merchant services professional. I would like to thank Valor Paytech for working with me on this one. We discuss their "Engage my Customer" feature and how to roll it into your Dual Pricing presentation.
Discover how Reliable Payments is building a book of business through a network of referral relationships. "Above all else you need to be there," Reliable's Patrick Gallagher explains in our featured interview. "Nothing grows if you're not present." Continuing on this theme, James offers advice on hiring strategies for growth. Then Patti reports on the decision to create a new MCC code for gun shops.
ISOs and Agents have some serious competition from PayFacs today. One of the major competitive advantages these companies enjoy is a streamlined online application that results in instant approval and automatic integration with their technology solution.
I am already talking to dozens of agents who are now boarding all, or at least a portion, of their new MIDs through a PayFac / ISV that has become an ISO, in order to leverage the distribution of the 1099 agent channel.
It is time to wake up and remove the onboarding friction that exists. A great first step is to explore a partnership with our sponsors, NMI and IRIS CRM, to discuss how their new instant onboarding solution can help. They have a streamlined online application that can be customized to suit your needs. They are integrated directly with the underwriting departments at most of the top processors. And they can instantly create your NMI account in order to create quick and easy integrations.
This week we mix it up a bit. James kicks off the podcast with a discussion of option selling, and Patti follows that up with a report on Apple Pay's lack of options. Plus, you won't want to miss our featured interview with Seshu Madabushi, Founder & CEO of MKonneKt, about the value of a data-driven approach to marketing.
There is still a lot of open road in front of the local merchant sales professional selling general solutions to merchants who are not yet ready for the software revolution. These merchants want simple payment processing solutions which still allow payments to be processed whenever and however they want. This edition is sponsored by North American Bancard. We discuss the ins and outs of selecting the right solutions and crafting the right presentation for these local SMBs.
This week we interview Mike Peters who stepped in as CEO at GetBeyond as Bob Carr shifted his full-time focus to his philanthropic pursuits. We discussed the structure and strategy of GetBeyond and how integrated payments will shape the future for feet on the street sales professionals. James follows up with his take on tech companies becoming ISOs. Patti's insider's report focuses on the Metaverse and what payments professionals should know about it.
In this week's edition of the Merchant Sales Insight, I explain how payments professionals can find, contact, and sell software companies on integrating payment processing. This edition is sponsored by Tilled, who has, in my opinion, the best all around package for technology companies who want to monetize payments. Fortunately, they also partner with ISOs and Agents, allowing them to sell software companies that add new MIDs to their portfolio every month on auto-pilot.
"Just selling payment processing is not enough," Vijay Sondhi, CEO at NMI tells James & Patti in this week's featured interview. Then James addresses the need for ISOs to streamline merchant onboarding, and Patti reports on Senator Durbin's latest plan for regulating merchant acquiring.
If you sell payment processing or technology to retail stores, you are aware of the disconnect that often exists between the in-store and online experience. In this edition of the Merchant Sales Insight, I provide you with an introduction to the sales process and what retailers really need. I also discuss solutions from our sponsor, retailcloud.com and how they are changing the game for ISOs, Agents and Retailers
In this week's edition of the merchant sales podcast, I share a replay audio from our recent live event on B2B Payments with my special guest Eric Jenks from Paytrace. B2B payments amounted to $33 Trillion last year! (Not Billion.... TRILLION) Only a small fraction of this volume came through card payments. This is the perfect time to go after B2B accounts and generate massive residual income for the long term. These merchants generally need a simple virtual terminal to get up and running. They are very profitable, and they rarely cancel.
In this week's edition of the Merchant Sales Insight, I share 3 steps that every agent, ISO and Acquirer should be following in order to multiply portfolio value by embracing software with integrated payments. I would like to thank NMI for working with me on this one. I know you will find valuable insights and my hope is that you will begin to future proof your portfolio by embracing the reality of payments today and preparing for the shift to mobile payments.
Agents will shift over the next 36 months to sell specific verticals on bundled software / payments. They will all be selling for technology companies. Legacy ISOs can either embrace technology, or they can wait for technology companies to become ISOs and steal their agents. In this special edition episode of the merchant sales podcast, James Shepherd shares a roadmap to long term success and growth through the agent channel. If you are an Agent, ISO, ISV, or Acquirer, this episode is for you.
Too often, agents are losing deals to competitors like Toast, simply because these competitors offer free hardware. In this week's edition of the Merchant Sales Insight, we discuss the future of free equipment, especially with the shift towards point of sale systems and smart terminals. I would like to thank Dustin Magaziner of Paybright for his help with this edition!
Real-time payments are coming to checkouts, are you ready to sell? This week Ron Herman describes the Real Time Pay-by-Bank POS solution his firm, Sionic, has built, and the opportunities this creates for ISOs and agents. Plus, James explains the psychology of generating questions and curiosity from your openings, and Patti reports on legislation that would require more transparency in surcharging and cash discount programs.
"Too many agents are losing deals unnecessarily," says Dustin Magaziner, Partner at merchant services provider PayBright. Discover how PayBright goes the extra mile to help agents land every deal that makes sense from a profitability perspective. Plus James shares thoughts on BNPL and Patti reports on generational differences in digital payments.
In this edition of the Merchant Sales Insight, I am covering what I consider to be a new segment of retail that consists of gas station stores, convenience stores, liquor stores and other retailers where the consumer experience should be "quick." I talk about how to approach these business types and what type of solution they really need, versus specialty retail shops such as clothing and hobby stores that a different set of needs.
Discover how MYR helps ISOs and agents position QSR clients as truly quick service options, and bridge mobile, online and in-person food ordering and payment. Plus, James discusses financial literacy and the use of capital, and Patti reports on a Visa rule change aimed at countering fraudulent charge backs.
Building an ISO is much easier than it was when I first gave it a shot 13 years ago! With technology companies and FSPs like Maverick Payments, you can now promote your own brand on the statement and throughout the entire merchant experience while remaining focused on selling payment processing and growing your book. I would like to thank Ben Griefer, COO at Maverick for working with me on this one!
If you're struggling with pitching integrated payments because deployment and support take too much time away from selling, you're going to want to catch this week's episode, as James & Patti interview Joey Marzelli, Co-Founder of Boomtown, an outsourcing firm many ISOs use for smart terminal deployments. "Our technicians can be dispatched pretty much anywhere in the U.S. within a day or two," says Joey. Then James explains the importance of understanding opportunity costs when scaling up your business, and Patti reports on Apple's BNPL play.
I started talking about dual pricing because of compliance concerns over Non-cash adjustment type programs. After selling dual pricing in the field, I prefer it because it is easier to explain, easier to sell and provides a better customer experience than cash discounting. If you want to see the future of passing the cost of processing on to the consumer in a way that makes sense to everyone while remaining compliant with card brand rules, and generating the same margin as cash discounting, this is a must read edition!
This week James & Patti interview Joshua Benedetti, CEO at Card Z3N, who is building a portfolio by catering to verticals that may not be on the radar for most ISOs and agents. His first big push was in aerospace. Then James gives a first-hand account of setting up a merchant on dual pricing, and Patti reports on P2P payment trends.
This week we have a special, expanded edition of the merchant sales insight that will tell you everything you need to know in order to pitch interchange optimization to B2B merchants and to understand how optimization and padding in general can be used in your sales process.
I originally wrote an eBook with Eric Jenks of Paytrace several years ago on this topic, but some of the information was out of date and I felt it was time to make an updated version. This eBook was a joint production of both Paytrace and ISO Amp. If you are looking to provide optimization savings to your merchants, this is the resource you need.
High risk processing can be extremely profitable if you target the right verticals with the right approach. In this week's episode, Josh Ewin the President & COO at Helios Payments lays out their approach to the high risk space and how they are building their portfolio. James follows up the interview with a segment on how to sell dual pricing where he shares his experience from the field and then Patti finishes up this episode talking about Crypto payments, a hot topic at this time.
Toast has 48K+ restaurant clients as of the fall of 2021 when they filed for their IPO. This is a huge number, but only represents about 5% of the total restaurant segment. In this week's edition of the Merchant Sales Insight, I worked with one of my favorite, truly processor agnostic POS systems, Quantic to provide a road map of what you need to offer in order to compete with Toast and win in the restaurant space.
In this week's episode, James covers 3 important trends that represent the biggest threats and opportunities for merchant sales professionals and ISOs in the next one to five years. This is a special, shorter episode with James focusing on what he sees in the market place and providing practical tips. He also focuses on taking your payment processing business to the next level while avoiding the risks.
In this week's episode, we talk with Erik Nicholson from Card Connect about the challenges facing ISOs / Agents as business owners seek integrated payment solutions. We also explore how Clover has leveraged the direct sales channel to win big. James talks about mapping your own version of success in the payments industry and what it will take to get there. Then, Patti talks about Fed Now, the new push by the Fed to provide instant payments to bank accounts.
There is an interesting trend happening in restaurants. As we become more comfortable ordering food from our phone through Door Dash, GrubHub and Uber Eats, many restaurants are having us order food and pay from our phone at the table as well.
In this week's edition, we explore this trend that would potentially eliminate point of sale systems long term. We will also discuss the unique, smart QR Code solution created by Retail Cloud called Tickt that is both processor agnostic AND POS Agnostic, meaning you can sell it to any restaurant without swapping their point of sale system or trying to integrate with it.
Learn how Beyond identifies and trains new sales agents to succeed in merchant services. Continuous, one-on-one communication is crucial, says Logan Peters, Senior Director at Beyond. Plus James discusses the nexus of compensation and finances, and Patti reports on what the Federal Trade Commission is up to.
There are 3 trends on which everyone should be focused this summer while balancing time off.
1 - Dual Pricing
Regardless of your beliefs about this pricing structure, the market is moving. You can capture new merchant accounts by getting a jump on your competition.
2 - Integrated Payments
Is your portfolio secure from software / technology competitors? Use this summer to reposition yourself as a solutions expert.
3 - B2B Payments
This is a 33 Trillion dollar opportunity! Are you going to take action this summer or let other competitors land these profitable accounts?
Learn how Maverick Payments works with small ISOs to promote their brands and scale up sales and service with an ISO in a Box solution. "We focus on white glove support," says Ben Griefer, COO. Plus, James offers advice on training agents, and the "cycle of learning," and Patti reports on CFPB efforts to rein in Big Tech.
This week, James Huber, an attorney at Global Legal Law Firm, sits down with James and Patti to discuss compliance with Visa rules, and Visa's recent attempt to rein in cash discounting and surcharging programs. Plus, James offers advice on building up your portfolio this summer, and Patti reports on Mastercard plans for biometric payments.
While robust solutions exist for large organizations that need chargeback management, SMBs have been largely left out. Our sponsor for this week's merchant sales insight, Charge Sentry, is providing a simple, automated system that allows small and medium sized merchants the ability to manage and respond to chargebacks. I was fascinated by all that this software can do, from notification, to pulling specific transaction data, to handling chargeback response. If you deal with CNP merchants, this software is a must!
SMBs are losing money hand over fist due to chargebacks. This week, Jack Shenon, Founder & CEO at ChargeSentry, explains why, and how ISOs and merchant sales reps can make it their business to shift this paradigm. Then James offers some advice on how sales reps can refine their craft, and Patti has an update on consumer card preferences.
I believe a portfolio that grows exponentially without your involvement in the pinnacle of residual income. That is the opportunity that exists by selling software companies that service small business owners. Integrated your payment processing with their software allows you add a new MID every time they sell a new client. Tilled makes it easy to integrate payments into any software solution and allows the software company to remove the merchant enrollment barriers while increase income. Check out this edition of the Merchant Sales Insight to learn more!
"It's time to move away from talking basis points and focus on merchant benefits," Eric Bernstein, COO at Valor PayTech, counsels during this week's featured interview. Plus, Patti reports on a Congressional hearing called by Senator Richard Durbin and prospects for a Durbin Amendment redux, while James offers some insights on pursuing unusual sales opportunities.
The recent Visa memo has been a hot topic with ISOs, Acquirers, and individual agents. In this week's episode of the Merchant Sales Podcast, we explore the path forward with Keith Sampson, the national sales manager for North American Bancard and architect of their dual price program, "Edge." Patti follows this interview with details about the Visa memo for those who have not seen it. James gives his take on the memo, the pivot to dual pricing, and why Visa has good reason for their increased enforcement of their rules.
What Bankcard reps want is not always what they need. What they want is the highest possible residual split. "Competitive Compensation" is very important, but what these reps often need is resources, training, support and a culture that gives them motivation to prospect. In this week's edition, I outline what I believe are the 4 things Bankcard reps really need to be successful. I worked with my good friend, Brian Kamstra of Payroc during the writing of this week's merchant sales insight. We leverage his 20+ years of successfully building 1099 merchant sales teams to understand the keys to choosing the right processor as well as the building the great team.
Offering embedded finance solutions, like buy now pay later, is a promising opportunity for ISOs and agents. The market is "blowing up" and revenue opportunities are significant, said Marc Beauchamp, CEO at Enable Financing.com, a BNPL provider that partners with ISOs and agents. Plus Patti breaks down recent BNPL headlines, and James explains why dual pricing is the path forward for cash discounting.
As surcharging, dual pricing and other forms of differential pricing become more popular, many merchants are looking to add a true cash option by placing an ATM in their business.
This week, we discuss ATMs with Yonas Marcos from Star Financial ( https://www.gowithstar.com ). This is a segment of the market that continues to grow and evolve. Learn how you can land new merchant accounts and increase your margins on existing merchant accounts with ATMs.
Tap into new markets, create new revenue opportunities and build merchant loyalty with ATM sales. "ATMs are an excellent complement to card acceptance," says Yonas Marcos, President and CEO at Star Financial. This is especially true for merchants on cash discounting, as it provides a fast way for their customers to access cash. Also this week's podcast features some encouraging economic reports, and offers answers to the question "To hire or not to hire?".
ISOs and Agents made a huge mistake by giving Micro-Merchant accounts to Square, either directly or by not boarding them. In this edition of the merchant sales insight, learn why Micro-Merchants (Processing less than $3,000 per month) are valuable, profitable and can lead to significant portfolio growth.
This episode is sponsored by PayBright and I would like to personally thank Dustin Magaziner for his help with this publication. Paybright created a unique solution that works for Micro-Merchants and for Agents. You can check them out by visiting https://www.gopaybright.com
Selling on value isn't just about understanding technology and integrated payments. It is about "SELLING!" In this edition of the merchant sales insight, I share specific and practical sales techniques to help you generate interest, overcome objections and close deals, all while focusing on value over price.
In this week's podcast episode, long time industry veteran Brian Kamstra shares the secrets to his success. Brian has created one of the largest and most productive direct sales teams in the merchant services industry at Payroc. Then, James answers the question, "Should ISOs be afraid of Crypto Acceptance?" Patti finishes up the episode discussing online shopping trends and how fraud is impacting these transactions.
As various forms of Cash Discounting and Surcharging become more mainstream, larger merchants are showing interest. These accounts generate life changing residual income, if you can overcome the challenges of selling multiple decision makers and implementing a compliant program across hundreds of locations. Our sponsor, Dynamic Merchant Processing, specializes in these accounts and has a team of experts to back them up. Learn how they are closing monster merchant accounts and generating massive monthly margin.
Learn how Retail Cloud is helping restaurants address staffing shortages and drive more. Kevin Calaco, CEO, said explains how cutting edge "smart" technology helps restaurants boost average tickets. Plus Patti reports on stirrings in Washington regarding interchange, and James explains strategies for capitalizing on the trend toward greater integration and verticalization.
Tired of spinning your wheels in the mud of attrition? Are you making sales each year to replace the residuals you are losing from cancellations? In this week's edition of the Merchant Sales Insight, Elaina Smith of Secure Bancard helped me create a guide to 3 things top agents do to minimize attrition and build a solid residual portfolio.
The key is controlling the merchant experience, which starts with controlling merchant pricing, explains Elaina Smith, Co-Founder and CFO at Secure Bancard. Plus James answers the question of "What is your why?" and discusses the key to stay motivated And Patti has an update on interchange.
Fuel stations are now well past the EMV deadline and as they scramble to replace expensive pumps and install new point of sale systems, our sponsor GAS POS has positioned themselves perfectly to provide equipment and software as a service with Cash Discounting integrated deeply into the automated pumps and in-store experience. Check out this week's edition of the Merchant Sales Insight to learn more about the challenges independent gas stations are facing and how you can help, while building a massive residual portfolio.
Coupling cash discounting with EMV compliance upgrades for gas pumps is a winning sales proposition for independent fuel stations, Josh Smith, CEO at Gas POS explains in this week’s featured interview. Plus James tackles the question of when is the best time to build a team, and Patti offers an update on tapping to pay.
With the rise of Cash Discounting and fast are pricing, why should you analyze a processing statement? There are five primary reasons why agents and ISOs choose not to collect and analyze processing statements. However, as you will see in this week's edition of the Merchant Sales Insight, you might be leaving value on the table. Here are 5 reasons NOT to analyze processing statements and why you should anyway.
Discover how crypto payments are finding a place at the point of sale. "There's a lot of demand even though it's still early days," said Jeremy Belostock, Head of Advanced Payment Methods at Verifone. Plus, Patti offers additional insights on crypto, and James describes how to make the pivot to telemarketing.
Most agents believe that there are only two options. They can sell a full feature point of sale system that will lock in the merchant, or they can sell a cheap stand alone terminal with no real features, other than payment processing. There is a third option! You can offer a good solution the merchant that is simple, compared to a Point of Sale or Integrated Payment setup, that also has features they will love, including omni-channel. Our sponsor for this edition of the merchant sales insight is Valor Paytech. Visit https://www.ccsalespro.com/valor to learn more.
Learn how Big Data can be leveraged to help ISOs and acquirers predict and minimize merchant defections in this week's interview with Sebastian Builes, Co-Founder and CEO at Arcum Partners. Then James answers the question: what's the most underrated component of agent compensation? Spoiler alert: it's retention. Plus Patti has the latest on business and consumer payment trends.
Learn how and why PayBright targets micro-merchants. "These are merchants that are going to potentially grow and become larger merchants," explains Dustin Magaziner, Managing Partner. Plus James discusses what it takes to dominate a specific vertical, and Patti reports on merchant satisfaction with leading payment processing companies.
Donnie Troy, owner of One Quest Payments, wasn't always keen on cash discounting. But now that he's leading with it, there's no turning back. "I've done 35 deals in 3 months," he tells James & Patti in this week's featured interview. Tune in to learn how. Plus James has advice for building cash discounting portability, and Patti reports on future prognostications regarding payment processing.
"We make it extra easy for merchants to market to their customers," says Danny Mikhail, CEO at the POS system software provider Zuza. Marketing services provide layer of protection for ISO and agent residual streams, and another selling point for prospects, he adds. Also this week, James addresses a question about how to deal with the prospect of state attorneys general taking issue with cash discounting and surcharging. Plus, Patti reports on new efforts to get Congress to address rising interchange.
This is the audio version of our Merchant Sales Insight, we hope you enjoy it and learn more about the exciting opportunity of B2B payments.
Is it time for SMBs to accept crypto payments? Yes! Eric Brown, Founder and CEO of CryptoBucks, explains why in this week's featured interview. Then James drills down on why ISOs and agents should sell crypto acceptance, and Patti reports on how 2022 is expected to bring a rash of new B2B solutions.
"Ultimately, it's about stickiness and adding merchants," explains Lane Gordon, Managing Director at the consultancy 733 Park. And creating multiple client touchpoints makes for sticky customers, he adds during this insighful interview. Plus, James discusses the value cash discounting and surcharging bring to a merchant portfolio, and Patti reports on how interchange increases are playing out in the UK.
Merchant onboarding is a huge pain point, for merchants and agents, alike. Under.io has automated the manual application process, as well as underwriting and related steps. Jeff Shea, Co-Founder and COO at Under, explains how. Also this week: James offers advice for auditing your sales processes, and Patti reports on crypto payments at the point of sale.
Learn about a processor agnostic B2B gateway that ISOs can white label; it even supports cash discounting "ISOs drive our product road map," says Ben Frisch, Co-Founder & Director of Business Development at accept.blue. Plus, James has advice for what to do when there is seemingly no time to prospect, and Patti reports on Visa efforts to keep pot shop sales off its debit network.
Cash discounting for restaurants! As restaurant owners struggle to contain costs, "this really moves the needle," explains Saleem Khatri, CEO at Lavu. Plus, James shares practical tips for improving your sales skills, and Patti makes the case for selling B2B. You can download a free ebook, Selling Cash Discounting to Restaurants, by going to ccsalespro.com/lavu. Learn more about Lavu by texting the word Lavu to 63975.
Card-not present merchants present a huge opportunity for selling surcharging, and Stax is making a play to better serve this market through its recent acquisition of leading surcharging solution provider CardX. CardX CEO Jonathan Razi and Stax Co-Founder Sal Rehmetullah join James and Patti this week to discuss how ISOs and agents can build their books offering surcharging to CNP verticals. Plus James explains why cash discounting and surcharging adoption will surge with CNP merchants in 2022, and Patti reports on how the Feds are moving to rein in big tech's consumer payments activities.
Discover key trends that will shape the future of merchant services, and how these might effect large ISOs, smaller ISOs and individual agents, as well as consumer spending trends are shaping the near term, in this far-reaching dialogue between James & Patti.
Learn how Enroll & Pay helps ISOs and agents offer businesses a turnkey loyalty program, tied to card payments, with conversion rates as high as 70%. "It's a churn killer," says Dana Dahms, Director of Global Sales at Enroll & Pay. Plus, it drives better residuals, he adds. (Download the Merchant Sales Insight on the topic here.) Then, James fields a question on strategies for getting merchants off the fence, and Patti reports on the crypto craze.
PayFac as a Service is a novel concept that MSPs can leverage to tap into the ISV market, Caleb Avery, CEO of Tilled, explains in this week's featured interview. Plus, Patti reports on an ISO in the legal crosshairs, and James describes the huge opportunity that exists for prospecting & selling cash discounting & surcharging to CNP merchants. Click here to connect with Tilled.
Learn the ins and outs of selling high-risk merchant accounts. "Agents who can differentiate between low risk and high risk is where we're seeing success," said Ben Griefer, COO at Maverick BankCard. Plus, James explains the importance of acknowledging negatives while emphasizing positives when selling merchant services, and Patti reports on a clash of titans as Amazon takes on Visa.
Discover how to sell payment processing, and cash discounting, to businesses invoicing customers through QuickBooks. "We're a turbocharger for QuickBooks," explains Tom Aronica, Founder & CEO of Biller Genie. Plus, James discusses opportunities for pitching compliant cash discounting to card-not-present merchants, and Patti reports on promising economic news.
MPI is an ISO that's been building a profitable book of business with W2 sales and support employees, as they leverage referral relationships. "The W2 model has been a really good fit for us as a company," said Katie McMillan, Director of Sales. Discover how & why. Then James & Patti talk about recent news regarding PAX & its terminals
In this weeks episode, we follow the career journey of Jeff Underwood through different management roles and discuss the challenge and opportunity of building a team within a large organization. James follows up this interview by discussing the trade-offs that come from increased involvement with your processing company. Then Patti discusses a new law in Texas relating to sales tax on credit card processing fees.
Get a behind the scenes look at how Stax (formerly Fattmerchant) worked with NMI to build a next-gen ISO, as James interviews Jacques Fu of Stax and Jen Sherman from NMI. And stick around after the interview for Patti's report on new small business formations in time of Covid.
Discover how Rate Tracker, built by Adam Niec, helps ISOs and agents generate lists of quality leads. Then stick around for James's advice on considerations that should precede decisions around rate increases, and Patti's reporting on Covid-related changes in payments that have staying power.
Discover how TableCrunch helps ISOs and agents boost margins with an automated email marketing platform for Clover, Pax and Poynt merchants. You can also download a free ebook at ccsalepro.com/tablecrunch. Plus, James takes a question about generating leads through online marketing, and Patti reports on a security flaw involving Apple Pay wallets.
It's simple. Just swap at the printer cable, says Dickson Chu, CEO at Copper Inc. Plus James explains option selling, and Patti reports on a lawsuit involving ATM surcharges.
Discover how Visa has boosted transaction costs for some restaurants without actually raising interchange. Kyle Morgan, CEO at MPI, explains how his company is doing to help restaurants deal with the seemingly subtle shifts in interchange pricing. And don't miss Patti's report on gift card trends, and James's tips for getting past gatekeepers when calling on prospects.
Discover an innovative program, SimplePay Restaurant Revitalization Plan, that empowers ISOs and agents to help restaurants come back stronger from pandemic slowdowns. The program offers cash discounting, along with cash grants and marketing support, explains Ray Zak, SimplePay's CEO. Plus, Patti reports on consumer spending plans, and James discusses cash discounting and surcharging compliance.
B2B is a HUGE market opportunity, but if you're selling just on price, "your hitting singles, not grand slams," says Roger McNamara, President, Guide2Interchange. Discover how Guide2Interchange trains agents to be power hitters selling B2B. Plus, James has a tip for grabbing a merchant's attention when cold calling, and Patti reports on potentially ominous stirrings in Washington.
As demand for contactless commerce grows, text-to-pay has become a must-have for every ISO and agent toolkit. The upside is a new source of recurring revenue, explains Larry Talley, Founder & CEO at Everyware. Plus, Patti offers new consumer spending insights, and James explains why Apple Pay is poised for growth.
KastenBerry COO Carrington Fisk describes steps this newcomer ISO has taken to succeed as a start-up in a time of Covid. For starters, all sales agents are W2s. Also, "We treat our agents as professionals, rather than as bonus mules," said Fisk. Plus, Patti and James discuss debit card trends, and some misinformation out of Visa about surcharging.
"Card not present is what got us through Covid," says Jaron Rice, Founder and CEO of Magothy Payments. Also this week, James offers additional insights on effective delegation, and Patti reports on how the global chip shortage threatens new card issuance.
There are 200,000-plus independent convenience, tobacco and liquor stores in the U.S., and the vast majority still rely on 20th Century cash registers. Discover what National Retail Solutions is doing to harness that opportunity with its all-inclusive POS bundle. "We're giving them everything they need," says Eli Katz, President & CEO. That includes connectivity to wholesale distributors and a cash discounting program. And stick around for Patti's update on buy now pay later, and James's take on delegating work.
The agent today asks James, “What is your opinion of giving written proposals?” Many people in our industry don’t agree with the practice of giving merchants a written proposal. There is always the possibility that a written proposal might be used by prospects for other vendors or to go to their current processor for negotiation. (Read to the end to find answers to two more questions!)
Learn how MetisPro has built Quantic, a multi-channel and customizable POS solution that empowers ISOs and agents to compete with Toast for restaurant accounts. "We're reseller driven and processor agnostic," explains Vigyan Kaushik, Co-Founder & CEO. Plus Patti discusses the latest news on the buy now pay later (BNPL) front, and James offers some insightful marketing tips.
This week James and Patti explore important considerations for agents - new and experienced - from compensation models and agreements to scaling up your business and branding. Then stick around for Patti's reporting on consumer spending trends.
The question today comes from an agent asking how to decide which pricing to use for merchants. Will interchange or tier pricing be the best option for the agent? How does the size of the business influence this decision
This question comes up a lot when ISOs are building out their sales teams, and this week Patti interviews James about considerations that inform the best answers. Then, stick around for Patti's reporting on a new push by PayPal into the brick-and-mortar merchant space.
Learn how Enroll & Pay, a card-linked loyalty service, helps merchants drive sales and ISOs and agents grow their portfolios. "It's a real churn killer," says Brian Booth, CEO and Founder. Plus, James has advice for choosing the right processor to sell for, and Patti reports on how "weaponized content" is driving the fraud economy.
ISOs and agents that aren't selling online merchant solutions risk obsolescence. Danny Mikhail Founder & CEO of Zuza, explains why in this week's featured interview. But don't abandon terminal sales just yet, James adds during his segment, and he offers a formula for evolving your business.
Download the free ebook, Evolve of Die, at ccsalespro.com/zuzaebook, and discover how you can become an ambassador of change in your market.
Discover how Quincy McKnight is creating a referral network to help his company, Covenant Pay Partners, build a book of big business accounts. And stick around for Patti's report on the latest developments in crypto payments, and James' take on the 3 pillars of effective training.
The question this week is from a director of client services for a processing company. He also partners with marketing companies to create very personalized, niche specific cold email campaigns to generate appointments. He asks, “What kind of messaging or angle could be used in a cold email message to encourage a 10-15 minute conversation with business owners in the payment processing industry?”
Learn how and why Phil McCuiston, President of Wholesale Payments Direct, sold his portfolio of Canadian merchants to build a book of U.S. businesses, relying solely on telemarketing. Hint: cash discounting plays a role. Then stick around for Patti's report on upcoming PayPal fee hikes, and tips from James on firing up agents to sell more.
The agent’s question today involves a big account - a 45 location fast food chain doing a few million per month and as many as 200,000 transactions per month. An irate customer felt there was extra tax charged. How do I explain that to satisfy the customer and the merchant?
Did you know that 8 in 10 SMBs outsource payroll processing? This week, Robert Heinrich, VP of Sales at Simpay, explains why and how MSPs should pitch payroll processing to their merchants. "It's a lifetime residual opportunity," he says. Plus Patti reports on the latest state to greenlight surcharging, and James has some pointers for accessing capital to grow your portfolio.
The agent today is newer to the world of cash discounting. He has a car dealership client seeing more customer dissatisfaction than expected toward cash discounting. What advice can James give to make easier implementation of the program and offer better training to business staff?
To get the attention of any merchant and close the sale, a salesperson must be a good STORYTELLER! Here's why...
Learn how chargeback solution providers work with ISOs and merchants to protect against chargeback losses. Chargeback solutions will help improve the lifetime value of a merchant relationship, says Colin Eddy, Partner & Alliance Guru at Chargeback Gurus. Then Patti reports on EMV compliance hurdles at fuel stations, and James offers advice on getting slow-to-sign merchants across the finish line.
The question today comes from an agent who’s getting objections to cash discounting. She wants to know how to overcome these objections.
The leap to integrating cash discounting and surcharging to POS, card not present, gateways, etc. is more possible than you may believe. Here's how...
Tune in to learn how Dynamic Merchant Processing has succeeded in selling cash discounting to large merchants. These monster merchants are seeing minimal customer pushback, and their valuations are rising because of cash discounting, says Dustin Wilkins, President at Dynamic. Plus Patti reports on a new Square-Plaid collaboration and James answers questions from the field.
The agent today is from the UK. She asks what to do when the merchant says, “You’re the sixth person to call today about card services!” How can you get past that instant barrier?
With over 1,000 POS system providers in the market, identifying those that address your merchants' needs, are processor agnostic and payment processing friendly, can be challenging. POSHeros.com simplifies the task. It's a comprehensive directory of POS software and processor compatibility, and it's creator, Derrick Hess, explains what went into creating the directory and how it works in this week's featured interview. Then James offers tips on pitching merchants not using processor-agnostic POS systems, and Patti reports on Fed and legal actions involving debit cards.
Here is my take on the approach YOU should take when choosing to start your own ISO or merchant service company!
Learn first-hand how Beyond is building a software and services sales powerhouse. The big payback is lower attrition, explains Brent Rose, Chief Revenue Officer at Beyond. And stick around for James's tips on selling software and Patti's report on consumer and small business payment trends.
Learn first-hand how Beyond is building a software and services sales powerhouse. The big payback is lower attrition, explains Brent Rose, Chief Revenue Officer at Beyond. And stick around for James's tips on selling software and Patti's report on consumer and small business payment trends.
Visit https://www.ccsalespro.com/training to get free 14 day access to our new video course, "How to Sell Software to SMBs" and our entire library of video training.
Visit https://www.ccsalespro.com/jumpstart to learn more. This one on one coaching program with James Shepherd includes weekly coaching calls and over 30 hours of video content, structured across 6 weeks of training.
James Shepherd is the CEO and Founder of CCSalesPro, the leader in merchant sales training and technology.
Get one on one coaching sessions with James through our 6 week jump start program. Visit https://www.ccsalespro.com/jumpstart to learn more.
We offer custom video training creation for ISOs as well as a branded learning management system to train a team of agents. Visit https://www.ccsalespro.com/iso to learn more.
Our Statement Analysis Tool provides the ability for instant, on the spot analysis and proposal. Visit https://www.instantquotetool.com to learn more.
Join our Pro Club for Individual Merchant Sales Agents and get a monthly workshop session with James as well as access to our entire video library. Visit https://www.ccsalespro.com/pro/ to learn more.
Connect with James on LinkedIn https://www.linkedin.com/in/ccsalespro/ Follow CCSalesPro on Facebook https://www.facebook.com/ccsalespro/
Learn how integrating payment processing with ISVs and VARs leads to a pipeline flush with solid leads that become sticky customers. "ISOs and agents should really be thinking about these strategic opportunities," says Gary Liu, President of Priority IS. Plus Patti reports on the latest developments in QR code payments, and James talks about making the transition from payment processing to software sales.
Discover how you can offer a native processing solution for companies using Netsuite and Salesforce. It's a sticky proposition, explains Ben Frisch, Director of Business Development at Accept.Blue. Then stick around for Patti's report on the latest in crypto payments, and James' take on barriers to successful sales strategies.
The agent this week has several prospective clients who use Shopify. She asks how to overcome the objection of penalty fees for switching? What is the talking point?
Your beliefs may be holding you back from earning more money and happiness! Here's why...
No ISO/MLS wants one of their merchants placed on the MATCH list. But it's not a death knell either, says James Huber, an attorney who specializes in helping merchants get off the card brands' "naughty list." Plus, Patti shares promising economic news, and James offers advice on how to drive sales successes by transforming negative beliefs.
This week’s question is from an agent whose clients are mostly eCommerce merchants. Many eCommerce merchants are well satisfied with Stripe. She asks, “What is the talking point and strategy to engage satisfied Stripe customers?”
Tune in to discover how Dylish helps ISOs and agents go toe-to-toe with national restaurant delivery services, undercutting the big guys' fees and dishing out big margins on delivery and processing fees - upwards of 700bp, says Dylish's John Sarabia. Plus, Patti reports on card fraud trends, and James tackles the question of when is the right time for an agent to go out on their own.
The question this week is from an agent whose cash discount client has some concern about legal threats from that ½ of 1% of disgruntled customers. The client is a 45-location well-known fast-food chain in the southeast which has completed the first month with the agent.
Tune in to learn how Level 2 and Level 3 optimization works, and why ISOs and MLSs should care. "B2B is a $20 trillion opportunity," says Roger McNamara, President of Guide2Interchange. Plus Patti reports on the latest legal salvos targeting interchange, and James discusses the top 3 criteria for selecting a processing partner.
The question this week comes from an agent concerning a large client he’s had for a couple of years. Work is in progress for a custom solution which will allow the business to surcharge through a virtual terminal environment. However, will compliance issues prevent this business from picking and choosing which customers receive the surcharge?
Tune in to learn about NMI's recent acquisition of USA ePay and how the combination will help ISOs and agents deliver omnichannel solutions and expand into new markets. "We're a bring your own MID gateway provider," explains Vijay Sondhi, NMI's CEO. Plus Patti reports on one powerful U.S. Senator's reaction to Visa and Mastercard plans to raise interchange, and James explains how and when to make a one-call close.
Discover how gift card programs help businesses improve cash flow and customer engagement, while improving your merchant retention. SwipeIt.com will even convert merchants with existing gift card programs for free, Gift Card Guru Larry Rubin told us. And stick around to learn about upcoming interchange fee changes, and leveraging LinkedIn to land more sales.
The question this week is from an agent with a big opportunity to sell a multi-location business of drive-through coffee shops. This is a small transaction business with average ticket size of $5 to $6. They are currently processing with PayPal at 2.7% and no swipe fee and they are open to eliminating their processing fees.
Fresh off a legal victory regarding the constitutionality of merchant surcharging in Kansas, Jonathan Razi, CEO at CardX, talks about the lawsuit and what the court decision means for credit card surcharging in Kansas. Then Patti reports on retailers' 2021 priorities in tech and customer engagement. And James explains why it's important to act strategically when presenting merchants proposals.
Discover how Elevate Payment Alliance helps card-not-present merchants benefit from cash discounting. The solution leverages the low-cost ACH network, Hawkins Siemon explains , Elevate's Founder & CEO. Patti gives an update on consumer spending. James answers the question: What's the value of a merchant statement?
Learn how NRS Petro works with ISOs and agents to move the EMV compliance needle at gas stations with pay at the pump. Payment processing at these locations may seem complicated, but Eric Goldberg, Vice President at NRS explains how they have simplified it for sales partners and merchants alike. Plus Patti provides an update on Venmo's merchant-acceptance play, and James offers sound advice on closing sales without seeming pushy.
Tune in for an in depth discussion on pricing strategies and statement analysis, as Patti probes James on a range of topics, including fee padding, interchange optimization, surcharging and cash discounting. Then Patti reports on a new merchant satisfaction survey, and James tackles a question from the field on cash discounting and sales tax. Download a free eBook on cash discounting and sales tax at ccsalespro.com/salestax; and visit GetISOAmp.com for a trial run and to learn more about the statement analysis service developed by James.
Tune in to discover how Zuza has created a single platform that works across multiple verticals to support businesses’ multiple ordering and payment channel needs. It’s processor agnostic, and can be private labeled by ISOs, said Danny Makhail, Founder and CEO of Zuza. And stick around to hear Patti describe recent payment and fraud trends, and for James’ prediction for cash discounting’s tipping point.
This week Michael Richardson, President of URHOST, details how chat bots are being leveraged to automate mobile ordering and payments for restaurants. "It's a tool customers get excited about," he says. Patti reports on what ongoing consumer adoption of P2P payment apps could mean for payments to merchants. And James addresses the role of sales managers.
"You're doing a deal, not just making a sale," explains Jaron Rice, CEO at Magothy Payments. Learn how that plays out as Jaron walks you through what it took to land Magothy's first bank referral agreement. Plus, Patti reports on Mastercard & Visa efforts to move more merchants to contactless payment acceptance, and James fields a question on waiving surcharges.
Making things easy makes for sticky merchants," says Eric Bernstein, COO at ValorPaytech. Learn how ValorPayTech makes things easy for merchants with an omni-channel processor-agnostic payment acceptance solution that supports cash discounting. Plus Patti reports on year-end consumer spending, and James offers his take on interchange padding.
There's a lot of value to be gained from partnering with independent software vendors (ISVs), "but it needs to be a two-way street," says Cal Grant. Grant, a 15-year veteran of merchant services, has spent much of his career forging relationships with ISVs and is now Chief Revenue Officer at Caseroads, an ISV specializing in automating law offices. Learn first hand what ISVs are looking for from payment processing partners, and about opportunities for selling to law firms. Plus Patti updates listeners on the latest round of PPP loan funding, and James offers a how-to on predicting revenue streams from cash discounting merchants.
In this special holiday episode of the merchant sales podcast, we are bringing you 3 recent Q&A sessions where James Shepherd talks with industry professionals about merchant cash advances, agent compensation and getting merchants off the fence.
Learn first hand how the Payroc team has built a merchant sales powerhouse. Plus get expert advice from James for selling on value. And Patti reports on how ill-prepared businesses with automated fuel dispensers are for the upcoming EMV compliance deadline, and discusses how ISOs and MLSs can turn this into an opportunity.
Consumers' personal information (PI) is under attack, rendering merchants vulnerable, but PCI compliance is only one part of the answer. Learn from Dr. Ross Federgreen, CEO at CSR Privacy Solutions, how ISOs and MLSs can update service offerings to help protect merchants handling PI, and create robust new revenue opportunities in the process. Plus Patti reports on the growing trend toward POS lending, and James explains why highly successful sales professionals new to merchant services should focus on cash discounting and terminal leasing.
Helping SMBs pivot to online sales is the next big opportunity in merchant services, says Keith Sampson, National Sales Director at North American Bancard. Keith and Grace Hwang of BigCommerce explain how the two firms are partnering to empower NAB's sales partners to sell ecommerce services. Then James and Patti discuss opportunities for pitching online scheduling coupled with cash discounting to help small salon-type businesses weather the COVID storm, and Patti wraps up the podcast with a look at how ecommerce is driving sales this holiday shopping season.
B2B payments are a huge opportunity for the taking by ISOs and agents, says Roger McNamara, President of Guide2Interchange. Roger describes how to grow residuals by honing in on the unique needs and value prop for B2B merchants accepting card payments. Plus James explains 3 strategies for deploying successful ISO sales teams, and Patti reports on merchant card acceptance preferences.
Get answers to some probing questions.
This video will give relevant advice that you don’t want to miss!
Today I’m answering some great questions from an agent. He has a 200-location franchise interested in cash discounting. Listen and get answers to these questions and more.
This week, Ben Robinson, Director at Apeiron, describes a technology solution that keeps merchants processing online even when their Internet connections are down. Then, Patti reports on anticipated spending trends for the year-end holiday season, and James addresses a question on the minds of many ISOs: to 1099 or W2?
Kevin Smith, President of Secure Bancard, explains how his wholesale ISO has taken previously outsourced processes in house to boost efficiency, effectiveness and profitability. James offers advice on selling POS solutions, and Patti reports on a new Visa initiative to drive more contactless adoption among small and micro-merchants.
Bob Carr has been building successful ISOs since the 1980s, and in this week's episode he shares some secrets of his success. "You can still make good money in this business," Bob says. Bob, who latest venture is called Beyond Inc., describes how a commitment to training makes this possible. Plus, Patti reports on how the SBA is simplifying the PPP loan forgiveness process for some small businesses, and James explains why ISOs and agents should adjust their attitudes around selling cash discounting to dine-in restaurants.
"There's an app for that," says Steve Benson, CEO at Badger Maps. In this week's featured interview, Steve explains how mapping technology can help agents and can boost sales by at least 20% sales while driving 20% fewer miles. Then Patti reports on one big bank's play for Square merchants, and James has some tips for newbies.
Agents selling cash discounting have significantly stronger residual streams than those just selling traditional card processing, says Dave Fiegle, Vice President of Sales and Business Development at Retriever Merchant Solutions. The biggest obstacle to success isn't merchant attitudes, but agent buy in, Dave says. James continues on this theme during Questions from the field, and Patti reports on changing consumer shopping and payment habits.
There are 2 strategies I see merchant sales reps using to succeed in 2020.
In this special 20 minute podcast episode, James shares two paths to success that individual merchant sales reps and small ISOs are taking in 2020 to position themselves for the future. One of these paths might surprise you!
Join James as he shares insights from his consulting trips, one on one coaching and interactions on social media to learn what the top merchant sales professionals are really doing in 2020 to grow their portfolio.
Imply Agreement – Advanced Sales Technique
Increase your merchant services revenue big time with this advanced sales technique. Learn the art of using buffer statements to imply agreement in the sales process.
Discover challenges & opportunities of using telemarketers
Building a team of telemarketers that can provide agents with a steady stream of solid leads takes time, but "it pays for itself in the long term," explains Dustin Magaziner, Partner at PayBright, in our featured interview. Then Patti reports on new rumblings in Washington over interchange. And James suggests a new telemarketing pitch: contactless payments.
An advanced sales technique – Buffer Statements
Want to make double or triple your current income? There is an elite group of sales professionals who are the top 1%. Find out if you have the “X” factor and learn to use buffer statements.
Discover the value of adding high-risk accounts to your book
Wondering if it's time to learn how to step out of your comfort zone and pursue high-risk merchant accounts? Josh Ewin, President & COO at Helios Payments, explains how Helios has built a strong book of business around high-risk businesses, like ecommerce, CBD and subscription services. Plus, Patti reports on growing demand for Buy-Now-Pay-Later services, and James offers insights on selling technologies and POS solutions.
How to get banks to send you merchant accounts on auto pilot.
Learn the ins and outs of establishing valuable bank referral relationships with EPNA president Laura Calixte. As a follow up to this interview, James shares his thoughts on the future of statement analysis and online applications as well the new ISO Amp solution.
My all-time favorite opening pitch
Which of my opening pitches has sold the most merchants? I’ve sold hundreds of merchant accounts; find out which opening has been my favorite.
Learn what SpotOn is up to with their latest acquisition and the keys to social selling in merchant services.
RJ Horsley of SpotOn shares details of their latest acquisition, "Seat Ninja" and how they are integrating this software to help restaurant owners grow their business. In questions from the field, James talks about social selling and shares practical tips to sell more merchant accounts using LinkedIn.
Learn how to sell monster merchants and how "Listening" is the key to competing with Square.
In this episode, we learn from Greg Forte of Boom Commerce about the reality of selling enterprise merchant accounts processing over $1mil in monthly volume. His 10 years experience come through in this insightful interview.
In questions from the field, James answers a question about how to compete with Square, Paypal and Stripe by customizing your pitch through active listening. Don't miss this segment if you want to increase your closing rate.
How to be sure this industry is the right fit for you.
Are you struggling in this industry or about to decide to join? Here are three reasons NOT to sell merchant services. Think through them carefully.
Tap into a great source of local leads and learn to manage your energy not your time.
On this episode, Jaron Rice shares his experience partnering with 4 different Chambers of Commerce in his local area to create a steady flow of new merchant accounts. James discusses the power of managing energy, not just time in order to reach your potential!
Schedule more appointments on the phone by using The Pivot.
Use this simple key for scheduling appointments on the phone. Let me teach you how to use The Pivot. You’ll love the results.
Learn how to Fight for Small Businesses and what is happening with Cash Discounting Technology.
Jonathan Brooks at Business Warrior tells us how they are enabling ISOs to fight for small business with a unique technology offer. Then James talks about the state of Cash Discounting and Surcharge Technology and why the future might be processor agnostic with these programs.
Industry Fight - Cash Discounting vs Surcharging.
Does Visa really want to antagonize hundreds of thousands of small business owners right now with a program born out of the high cost of processing in the U.S.? Here are some thoughts and Q&A about this hot topic.
Listen to James interview with Blake Wilson of Beyond as they discuss the challenges and advantages of the W2 sales model. Then find out how James approaches prospecting and goal setting for merchant sales in questions from the field.
What to do when the merchant seems interested but won’t sign the paperwork.
Ever wonder what to do with a merchant who’s interested but won’t move forward? Here’s the answer to that question AND the way to avoid needing that answer!
Learn about large merchant pricing and a creative new approach to giving.
You are going love this interview with Matt Golis from Give Game. This is a creative new approach to charitable giving that could be the perfect door opener or value add for any merchant. In questions from the field, James answers a question about pricing large merchant accounts. How low is too low? Also, learn how to leverage one large account to build a huge portfolio of large local companies.
Always Say 3 Things When You Walk Into a Business
ALWAYS say these three things.
Make prospects comfortable and grab their interest. ALWAYS say these three things when you walk into a business.
How do we shift our sales focus from price to value when merchants seem to care only about price? This is the topic of my interview today with long time industry veteran Paul Hadfield. Also learn what makes a great sales manager in questions from the field, with James.
Snap out of the negative mindset!
Get the right mindset for selling merchant services during this COVID-19 crisis! Overcome the barrier of negativity. Walk into businesses with big self-confidence.
Big savings by leveraging transaction level data on declines, refunds and chargebacks.
Learn from Troy Zentner of Gold Star Payments how your merchants may be losing up to 10% of their transaction revenue from declines, refunds, chargebacks and other transaction errors. During questions from the field, James talks about B2B and Interchange Optimization and shares a free eBook on this topic!
Visit https://www.getisoamp.com/optimize to download your free interchange optimization eBook today!
What would you do with $50,000 to grow your portfolio?
If YOU had $50,000, how would you use it to get more merchant accounts? How to allocate capital is a big question; let me help you with some ideas.
Click HERE to learn more:https://www.ccsalespro.com/how-to-use-50000-to-get-more-merchant-accounts/
In this episode, Ryan Malloy from North American Bancard shares tips on competing with Square. We dive into technology and cash discounting. Patti discusses how large merchants continue to fight against interchange fees. In questions from the field, James talks about what he believes will affect merchant sales residuals the most over the next 24 months.
Learn first-hand how Rev19 has been building sales partnerships with outside agents that drive growth. It's all about trust, explains John Buchanan, VP of Sales. Plus, Calvin Francis, an agent and regular listener, shares his successful approach to selling cash discounting to larger merchants. And Patti reports on promising sales growth data from the U.S. Commerce Department.
How to communicate with large companies.
Use different verbiage for bigger merchants than smaller ones. Here are some tips from a communication point of view. These will get you to the decision maker at the right time.
Discover why Dustin Magaziner, Managing Partner at PayBright, believes truly free terminal placements are the future of merchant sales. Plus James has advice for keeping cash discounting clients happy long term, and Patti explains why ISOs and agents should be diligent about keeping bad actors off the payment networks.
Understand how debit transactions work.
Use these tips to help clear the confusion about debit transactions and the Durbin Amendment.
Learn how Josh Carper, Business Development Chief at Gorilla Technologies, made the transition from just selling credit card accounts to selling cloud-based POS technologies. Then Patti reports on changes to consumer payment habits brought on by COVID-19, and James has advice for getting statements from reluctant merchants.
How To Choose the Right Point of Sale System for Your Merchants
How to choose the right POS for clients - a big question.
Use these two models to help your clients choose the right point of sales system. Put in the work. Know the options.
Gain insights on what to do and not do when taking business to the next level. "It's important not to cannibalize what you're currently doing," explains Kyle Morgan, CEO and Head of Product at Mercantile Processing. Plus Patti reports on changes in the way people choose to pay, and James fields a question from the field on branding strategies.
There’s no excuse for ignorance in our industry!
Here are some tips to help you sound more confident; feel more confident; and sound more professional. Stop making a bad reputation for the rest of us!
Learn how Swipe4Free has overcome the challenges of recruiting and training new agents, and built a successful team of cash discounting sales reps. "It's really simplified the industry," says Chris Benabu, Swipe4Free Co-Founder and COO. Plus Patti reports on welcome changes to the Paycheck Protection Program, and James offers strategies for approaching resellers and ISVs as partners rather than as competitors.
ISV integration is within your reach.
How do you accomplish integration with an ISV? Merchants are going in the direction of integration; don’t get left behind.
The key to success in this industry is being able to touch as many merchants as possible, which requires a phone sales team, explains George Csahiouni, President and COO of Swoop Payment Solutions. Learn how he's put this philosophy to work successfully at Swoop. Plus Patti reports on consumer shifts to contactless payments and James answers questions about EMV compliance.
Leverage expertise to sell large accounts with this model.
How can you get your foot in the door of large merchant accounts? Try this unique model to convert your knowledge into value.
Click HERE to learn More: https://www.ccsalespro.com/how-to-sell-subscriptions-to-large-merchant-accounts/
The COVID-19 pandemic will have lasting impacts, says Chris Kronenthal, President & CTO of FreedomPay, who explains how "touchless commerce" solutions can improve the merchant value prop going forward. Also, Patti describes the up- and downsides of rising ecommerce traffic, and James provides a tutorial on understanding agent agreements.
Are you missing this big opportunity?
BIG TIP for ISOs selling cash discounting: Discover how to increase your average volume of merchant accounts AND help long term with attrition.
This week Austin Mac Nab, Managing Partner at VizyPay, explains that company's unique approach to cash discounting and how it resonates with merchants. Plus, he discusses the Look Local First program, created by VizyPay to encourage consumers to spend locally. Then Patti reports on the card brands extending the EMV compliance deadline for pay-at-the-pump devices, and James offers proven strategies for overcoming merchant objections.
Big opportunities await in merchant services as retail re-opens.
One big opportunity in the payments space is worth a lot of money right now. Help local businesses re-open while building a rock-solid portfolio.
Two Tips for Overcoming Any Objection
Use these two tips and learn to overcome any objection. Making the rebuttal is the most fun part of sales, other than making the sale. If you go negative, you might win the conversation. But you won’t get the sale. People want to buy because of excitement, not fear!
It's time to start thinking strategically about our shifting marketplace and how to adjust business models for future growth. James and Patti offer some insights to help jump-start the process.
Cash discounting & surcharging ARE poised for take-off. Jump on board or lose BIG!
Make money when you can make money by providing a unique service. Seize the moment; be ready for take-off of cash discounting and surcharge programs. Make some money; make some sales; help some merchants.
Visa and Mastercard plans for revising interchange, originally scheduled for April, now appear to be on hold, probably until October. Sal Rehmetullah, Founder and President of Fattmerchant, explains how many of the planned changes aim to broaden card acceptance, particularly in merchant categories dominated by cash, check and ACH payments. Patti reports on how consumers and merchants are embracing contactless payments, and James describes pricing strategies for cash discounting.
Seize the biggest opportunity since EMV! You can help small business owners AND grow your portfolio, starting today. Leverage the current situation of anxiety in the business world; give support and bring confidence back to business owners.
Click HERE to Learn More: https://www.ccsalespro.com/tap-and-go-the-biggest-opportunity-since-emv/
In times like these "out of the box thinking is more important than ever," says Bob Lovinger, President of Flexxbuy. Learn how Flexxbuy works with ISOs and agents to help their merchants drive more sales with consumer financing options. Plus Patti provides updates on card transactions and state telemarketing rules, and James discusses the pros and cons of being a registered ISO.
Adam Bloomston, President of Payroc, describes what his company is doing to help small business clients cope with the financial fallout from COVID-19. Plus, Patti reports on how contactless payments may become the new normal for card-present transactions, and James explains the importance of geography when planning prospecting strategies.
Gas stations offering pay-at-the-pump must make those pumps EMV compliant by October 1, or risk fraud liability. Eric Goldberg, Vice President of Sales at Sound Payments, explains how ISOs and agents can resell a cost- and time-effective solution that retrofits card-accepting gas pumps for EMV compliance. Plus Patti discusses an email template for merchant outreach, and James describes the 2-phase approach needed to successfully sell by phone or social media.
The economic upheaval brought on by the COVID-19 pandemic is already causing a spike in card chargebacks, particularly in the travel and entertainment sectors. Suresh Dakshina, Co-Founder of Chargeback Grurus, explains what the card brands are doing, and what ISOs and agents can do to help merchants avoid losses from disputed transactions in these crazy times. Plus, James and Patti provide an overview of how ISOs and agents can put the federal government's $2 trillion stimulus package to work for them and their merchants. And James explains how to leverage Facebook for merchant outreach. Details on SBA Loan Programs available here. U.S. Treasury Department Resources available here.
The COVID-19 (Coronavirus) pandemic has many ISOs and agents rethinking their sales strategies. James and Patti discuss ways to sell even as social distancing keeps many off the streets. Plus, they interview Joe Oglesby, President of Premier Processing Systems, on how the pandemic could impact portfolio valuations and ISO acquisitions.
The coronavirus is impacting restaurants. You can help your small business community.
In this special episode, James shares a few tips for merchant sales representatives and ISOs on our approach to the Coronavirus pandemic and talks about the effect on the payments industry. Dave Humphrey, President at Bryte Payments talks about the unique challenge facing restaurants and how you can provide a risk free online ordering solution to help them stay in business and provide food to their customers.
Click HERE to learn More:
Alex Bellini, Co-Founder of Fuze Financial, describes how ISOs can drive more value to their merchants with proven text-based customer review and marketing tools that integrate with any POS device. James explains why ISOs and agents need to understand state laws around cash discounting and surcharging, and educate their merchants on how to do it legally. And Patti reports on why faster payments aren't making a beeline to the point of sale.
Correct Response to Consumer Complaints is Crucial!
Get this crucial concept for the continuing success of cash discounting and surcharging. Increased market saturation means the percentage of consumer complaints is also higher. Take these 3 steps and get ahead of the issue of customer complaints.
Click HERE to Learn More: https://www.ccsalespro.com/customer-complaints-in-cash-discounting-and-surcharging/
Travis Powers, Vice President of Partner & ISO Relations at CrossCheck, describes opportunities for selling check guarantee services to merchants transacting large-ticket purchases. Plus James wraps-up his series on Building a Merchant Sales Team, focusing on steps and strategies for activating sales reps. And Patti reports on upcoming changes to interchange rates.
Get rid of your sales slump once and for all. Solve the REAL problem by implementing this obvious solution.
Click Here To Learn More: https://www.ccsalespro.com/how-to-sell-more-merchant-accounts/
Learn about challenges small ISOs face when scaling up, as well as tools and processes that can help. James and Patti kick off the discussion with Ben Griefer, COO at Maverick Payments. James offers additional insights, homing in on elements of a successful training strategy. And Patti reports on how banks and the card brands are seeing double-digit growth in interchange revenues.
Give your sales team a framework for success.
Is your management profitable to your sales team? Do you know how to motivate and guide them to achieve their goals? Don’t spend all your time putting out fires; learn the framework which will motivate your team to close more deals.
Click HERE to Learn More: https://www.ccsalespro.com/framework-for-sales-team-motivation/
What is reverse surcharging?
Five statements about reverse surcharging. Find out why I HATE the term “reverse surcharging.” What is it and how is it relevant to our industry?
Click Here to Learn More: https://www.ccsalespro.com/what-is-reverse-surcharging/
Learn how to leverage POS data from Clover and other solutions for social media marketing with Adszy.
In today's episode, Jon Grayem from Adszy explains how his software allows your merchants to easily create facebook and Instagram ad campaigns and then track the ROI from in store purchases. James talks about agent recruiting and Patti talks about mobile and contactless payment trends.
Industry Veteran Marc Beauchamp offers insights from his new book, Survive and Thrive in the Merchant Services Industry, and describes frameworks for agent success. James kicks off a series on ISO strategies for building successful sales teams, and Patti reports on the Federal Reserve's latest payments study.
Quality or Quantity? Generating the Right Leads for the Sales Team
Understanding quality vs. quantity in lead generation.
Are you focusing on the right mindset about lead generation? Is quality more important than quantity? Let me help you understand this sometimes confusing topic.
Click Here to Learn More: https://www.ccsalespro.com/quality-or-quantity-generating-the-right-leads-for-the-sales-team/
Feet on the Street or Callers in the Seat.
Discover elements of successful strategies for direct sales in the payments space. Plus Patti reports on surcharging trends in e-commerce. And James answers an agent's question about selling to owner-operators, like barbers, auto repair shops and dentist offices.
Make a way to stop leaving big money on the table!
Wake up, people! We must learn how to leverage capital to close big deals. Too much money is being left on the table. This is a sad trend in our industry. Here are some tips to solve the dilemma.
Nick Melnyk, Director of Business Development at Mynt, explains how Mynt POS systems can be optimized for most verticals. Best of all, Mynt's feature-rich out-of-the box POS systems include support for cash discounting and surcharging. Upwards of 80% of merchants using Mynt POS systems offer cash discounts, he tells us. Plus James wraps up a mini-series on killer phone scripts with pointers on getting merchant commitments, and Patti reports on how retailers are challenging the card brands over EMV.
Are you up for a new challenge? Get my tips on this unique approach for selling monster merchant accounts. After some experience in the industry and understanding merchant statements, try this advanced concept.
The recent legal opinion overturning Oklahoma's no-surcharge law leaves just 4 states with laws banning surcharges. Jonathan Razi, Founder & CEO of CardX and a Harvard-trained attorney, explains the implications. Plus James offers additional insights for creating Killer Phone Scripts.
Things are changing! Non-cash adj and service fees not on receipts any longer. THE LATEST TREND – WHAT IS IT? I believe it’s a great way to reduce consumer complaints and make technology more compliant for cash discounting programs.
Find your niche and dominate your market in 2020. Jaron Rice shares why his local ISO is focusing on Card Not Present in 2020 and why you should find your niche as well. Patti talks about new MasterCard rules with free trials and James shares tips and strategies to get past the gatekeeper on the phone.
Offering the right solution to the right merchant doesn't guarantee success. Learn how to sell!
In today's episode, I share three unique experiences I have had over the last few weeks with top agents and ISO's that has proven to me once again that sales ability is still a major factor in success. Planning what you will say and how you will say it, then taking time to think about your approach will dramatically impact your results.
Donnie Troy describes how he's been building a successful book of merchant business as a one-man show. Plus, James offers insights on developing killer phone scripts, and Patti reports on an American Express play for boosting merchant acceptance.
Smart Terminals are taking over Cash Discounting and Traditional Processing.
Dave Humphrey at Bryte talks smart terminals and the process of integrating Cash Discounting into POS Systems. Patti explains Kabbage Payments and how this new offer fits into the competitive landscape, and James gives tips on competing with Square, Stripe and other disruptive payment providers.
Erik Nicholson from Card Connect on ISOs and Agents staying relevant as the payments industry evolves. In this episode, Erik Nicholson, SVP Partner Channel at Card Connect talks about the fast changing payments landscape and how agents and ISOs can stay competitive. Also, James shares specific tips on targeting small business owners with facebook ad funnels, and Patti explores payments trends from a recent Nielsen report.
This week James offers encouragement for growing your agent and ISO portfolios in 2020. Recommendations include: embracing online marketing, getting out there and selling cash discounting, partnering with integrated solution vendors, and getting serious about sales training.
John Johnson, Chief Development Officer at Approval Payment Solutions, shares strategies for motivating agents with powerful sales meetings. Plus, James kicks off a mini-series on killer sales scripts, and Patti reports on credit card surcharging developments.
A super-simple concept for quick success.
Grab this ultra-simple concept and double your prospecting success in 30 days! Don’t trip over the simplicity. Let me help you see the logic…
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 merchant services. And Patti reports on credit and debit card fraud trends.
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," explains 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 & mobile payment trends. Discussion
Learn how Park Place Payments is changing 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," says Founder & CEO Samantha Ettus. Plus, 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.
Shocking trends that bode well for the future of cash discounting.
3 hurdles successfully crossed have been a shock! What seemed controversial at first has generated hardly a ripple. What IS the future for passing costs of processing to consumers?
Learn how Koreana Holmes has been building a successful book of business as The Credit Card Lady in Phoenix, AZ. It's all about networking, referrals and perseverance, she says. Plus James offers advice on building a winning training regimen, and Patti has tips for building your book during the holiday season.
Grab business owners’ attention AND focus on one thing!
Get a new perception that is key to selling exciting, new technology to small business owners. Are they always interested but not moving forward? Pinpoint the one thing that will dramatically increase value for your prospect.
Learn how Flexxbuy helps ISOs and agents provide customer financing options for all manner of businesses. It can be a merchant acquisition play as well as a residual play, explains Bob Luvinger, Flexxbuy's President. Plus James counsels managers on how to recruit high-performing sales reps, and Patti reports on an analysis of spending trends at U.S. small businesses.
Get more sales by leveraging telemarketers.
How much info do you really need from telemarketers? Get rid of unrealistic expectations. YOU are the sales professional. Here are 3 ways to leverage telemarketers.
Help merchants to not leave money on the table when running B2B transactions...without hurting your margins. Eric Jenks, National Sales Manager at PayTrace, explains how. Also, James shares a proven strategy for getting referrals from accountants and attorneys, and Patti reports on trends in consumer payment preferences.
Who should pay the sales tax on service fees?
Here are some tips to keep your merchants compliant with state sales tax. Whose income IS the cash discounting service fee? Continue reading to explore this interesting concept.
Danny Mikhail describes how his company, Zuza, has developed an integrated POS solution, jam-packed with features, that ISOs and agents can label and sell as their own. James explains the pros and cons of different approaches to cash discount pricing. And Patti reports on legislation that could pave the way to banking cannabis businesses.
4 steps to implement a big-winning strategy for selling without cold calling.
Here’s the first of two strategies to sell more merchant accounts without cold calling. This one is for you if you love networking and/or producing content. Follow these four steps to implement this strategy successfully.
Payments Attorney James Huber describes traps to watch out for when scaling up your ISO business; also what agents can do to protect their residual streams. Both require detailed agreements. James explains how to leverage your portfolio to grow your business. And Patti provides an update on ecommerce security.
SO, you want to sell without cold calling? Here are 4 prerequisite warnings, then 2 successful strategies to come. You COULD sell without cold calling. I’ll even help by giving two strategies for it. But first, consider these disclaimers on the results.
Learn how Electronic Data Payment Systems successfully competes with Square. "Service is paramount," explains Bill Treciak, the firm's president. Plus James and Patti discuss Square's recent price hike and how ISOs and agents can leverage that to flip Square merchants.
Square is now on a level playing field with the ISO world. Be ready to compete. Two misconceptions about Square are paralyzing our industry! Get rid of the wrong viewpoint and seize the opportunity to compete with Square on a level playing field.
Jaron Rice describes how he built and maintains a successful local brand, Magothy Payments. Hint: he makes it his mission to stay visible & to stand firm on integrity. Plus James explains the art of follow-up, and Patti reports on same-day funding trends.
Make a plan specifically designed to compete with Square. Compete with Square and win! I’m giving you my approach and secret weapons. You CAN get their accounts.
Learn how Danny Hernandez built a successful ISV (integrated software vendor), Global Payment Technologies, from the ground up. Plus James offers advice on creating pipelines of big deals, and Patti reports on consumer spending trends.
How can we compete with Square? Notice their weak points. Is our industry sleeping while Square jumps ahead? Wake up and put a plan in action. You’re in trouble if you don’t know how to compete with Square. I’m giving you my secret weapons for victory in the competitin.
Josh Rosenwald describes how the firm he founded, Hello Lending, enables ISOs and agents to grow revenues by offering merchants a safe and secure digital process that produces qualified financing offers in minutes instead of days or weeks. Plus James and Patti discuss factors contributing to the rise of cash discounting.
My secrets on how to sell your portfolio and get the best deal. Do you need extra capital to take your business to the next level? Be prepared to maximize the value of your portfolio sale. I’ve sold seven portfolios in the industry and learned the good, the bad, and the ugly. Learn from my experiences…
Laura Demke-Calixte, Founder & CEO of EPNA, describes how she's building that ISO, a certified woman-owned business enterprise, on a foundation of trust and integrity, with unique flourishes, like operating a retail storefront where merchants can get statements analyzed and product demos. James drills down on the skill set needed to support successful agent training, and Patti discusses POS debit trends.
Do you want to have more leads and less cold calling? Learn how to dominate your market. There are many different ways to do that once you identify your niche. All these strategies can be simplified into three steps
Cash Discounting programs may still be covered by the Durbin Amendment, and here is why.
There has been a lot of talk the last few days that suggests service fee cash discounting programs are no longer compliant. In this video, I want to present the other side of the argument.
This week's podcast features an interview with Ben Brown, Founder and CEO of Journey Business Solutions, who describes his formula for building a high-performing sales team. It includes a combination of W2 and 1099 reps, and a strong focus on in-field training. Plus James explains how investing in agents drives value, and Patti discusses new insights on debit card usage.
Find your best target niche to deepen expertise and customize your value proposition. Focusing on one vertical or business type at a time is the key to continuing education. As your expertise grows, larger opportunities will be within reach.
Sam Zietz, CEO at Touchsuite talks Kiosks and selling technology to QSRs.
In this week's episode, Sam Zietz, CEO at Touchsuite talks about self-checkout and how this trend is changing the POS landscape. He also covers "Grubbrr" Touchsuites new self-check ecosystem that is ready for re-sellers. Patti reports on the separation of BA Merchant Services from First Data, and James explains how to construct powerful agent compensation program.
Our new eBook is out! www.ccsalespro.com/steps to download "How to Sell Merchant Services in 6 Steps".
These 3 tips will usher your prospects to a decision. Don't fill your pipeline with "maybe." Find a way to get a "Yes" or "No" from every prospect.
Payment processing and facebook marketing automation work together with Adszy. This week Jon Grayem explains how his firm, Adszy, harnesses social media and point-of-sale data to help brick and mortar merchants better understand customers and how to reach them. James discusses why MLSs who rely on scheduled-appointment leads should mix it up and add walk-in sales to their routines. And Patti reports on the Fed's plans to build a real-time payments network and what that could mean for payment processing.
Our new eBook is out! www.ccsalespro.com/steps to download "How to Sell Merchant Services in 6 Steps". How do you build a pipeline of interested prospects? Use these keys to help you build and balance. Keep your pipeline full!
Learn how Matt Hoskins, Founder & CEO of PayProTec, built a successful ISO leveraging POS ISV partnerships to support innovation and superior service. Plus, Patti reports on what the break-up of BAMS and First Data could portend for competition in merchant services, and James explains the value of demos in the sales process.
Our new eBook is out! www.ccsalespro.com/steps to download "How to Sell Merchant Services in 6 Steps". There IS a negative extreme possible while striving to become an expert. Avoid the pitfall of information paralysis. This paralysis occurs when a sales person thinks...
Building profitable portfolios by playing to your sales strengths.
Managing the myriad of relationships associated with merchant portfolios diminishes time spent at what ISOs and MLSs do best: selling. Jordan Zahler, Vice President of Sales at IRIS CRM, explains how automation simplifies this process, and delivers front-end consistency in the face of upstream consolidation. Plus, Patti reports on FaceBook's crypto-currency play, Libra, and James offers tips for overcoming merchant objections to changing the status quo. Discussion
How to Hit 6 Figure Residuals in a Competitive Market.
Victor Travaglianti, Owner/Operator of Credit Card Processing For Less, explains how he built his merchant portfolio into a 6-figure residual stream. Maintaining mutually beneficial relationships has been key. Plus, James describes how to use "show-and-tell" as a prospecting tool, and Patti reports on top performing payment gateways.
Our new eBook is out! https://www.ccsalespro.com/steps to download "How to Sell Merchant Services in 6 Steps". This first episode highlights the importance of sounding like an expert in front a business owner when selling merchant services.
Transform your ISO with the right technology partnerships.
Find out how the ISV Gas Pos is building out channel partnerships. "We're all about putting cash into [ISO and agent] pockets immediately," says CEO Josh Smith. Plus Patti discusses revenue opportunities from POS installment lending, and James offers tips for closing a merchant who says "maybe."
Pull your head out of the sand! Change in our industry is already happening and happening quickly. Most merchants will want different things in 36 months than they want today, and someone will be offering it to them between now and then. Will it be you?
Learn how to sell Clover, Restaurant POS and Train Agents to Pitch Value from a 15 year veteran.
If you are serious about transitioning away from price to a value sales presentation, don't miss our interview with George Passias, Founder and CEO at Great American Payment Systems. Patti talks about how large Retails are pushing back against the card brands and James shares tips on converting "Maybe" into "Yes."
In this week's podcast Ben Trombley describes how his firm, Encytro, helps ISOs and MLSs grow revenues through a merchant data security and chargeback reimbursement program. Patti reports on the ongoing need to protect against POS hacks. And James offers advice on overcoming barriers to productivity and profitability.
Right now, I see an underlying need in our industry. You can seize the chance to fill that need. Enable business owners to buy your technology with a lower barrier to entry. Make a lot more money and a lot more sales…
IS merchant sales getting harder? After watching and participating in the industry for ten years, I can offer really interesting thoughts about that question....
Learn legal ins and outs, plus tips for managing sales teams.
This week's podcast features a far-reaching interview with Industry Attorney Adam Atlas. Learn what he has to say about issues like registering your brand and negotiating contracts. Plus James offers insights on managing a successful sales team, and Patti explains why ACH payments should be part of every merchant services product mix.
Surcharging and Cash Discounting are hot topics in our industry right now. I've already published a lot of content about these. Today I'd like to help sales people and business owners decide whether these are worth a try...
Contract transparency, pitching trials & check services.
Learn how Jaron Rice, Founder & CEO of Magothy Payments, successfully lobbied for a new Maryland law requiring transparency in merchant contracts. Think Truth-in-Lending-style disclosures and caps on termination fees. Plus, James explains how agents can drive sales by pitching trials, and Patti sheds light on the value prop of check services.
Interchange Plus or Cost Plus pricing is the most transparent structure. However, reading that kind of statement is the most challenging. Here are some tip-offs which will help identify over-priced situations. We have created a special website to help, too...
Learn about the two levers of sales success, tech partners and more.
In this weeks episode James explains the two levers successful sales reps rely on to amp up their sales. In addition, Jamie Spoto, Director of Operations as JR's POS Depot, describes why ISO's and ISV's outsource technology sales and deployments to POS specialists like JR's. Also, Patti reports on how contactless card payments appear to be ready for prime time.
Learn about the value of simplified statement analysis, cash discounting and exit plans. This week James describes how agents can provide prospective merchants with price quotes, instantly, without ever having to request statements. Plus Patti explains the importance of exit strategies and James reviews the case for cash discounting.
I've seen thousands of credit card processing statements during my eleven years in this industry. Reading and understanding them is a bit easier for me now. Allow me to give you some keys to interpreting statements on tier pricing. There are some ways to know if the prices are competitive...
Reading and understanding credit card processing statements is difficult. But today I’m offering good news. This episode will give some simple solutions.
The road to success is paved with well-established relationships. This week's episode features a conversation with Hawkins Siemon, Founder and CEO of Elevate Payment Alliance, on building long-term value through well established relationships. Frequent contact with merchant clients is key, he says. Plus, Patti reviews things to watch out for when negotiating contracts with upstream partners, and James explains the pros and cons of surcharging.
The merchant sales process has changed a lot over the last few years. To stay on the cutting edge in sales, changing your own sales process is crucial. The number one key to developing the sales process is...
Insights on building a successful business, merchant-pricing and consumer payment preferences
Marc Beauchamp talks with James about is book How to Survive & Thrive in the Merchant Services Industry, which he describes as a blueprint for elevating an MLS's business. James continues his ongoing explanation of pricing models, this week focusing on the concept of passing along merchant processing costs to cardholders. And, Patti provides an update on consumer payment preferences.
For merchant sales professionals one habit is more important than any others! This is a common theme for experienced or brand new agents. Here are some unique tips to help you develop that all-important habit.
Helping merchants tame the charge-back demon
Merchants lose billions of dollars a year to unnecessary charge backs. In this week's episode, Gary Cardone describes how Chargebacks9-1-1 leverages data and analytics to drive down charge backs, and by extension card declines. Plus, Patti discusses how the Internet of Things could change payments, and James explains the pros and cons of subscription rate pricing.
In this week's episode, Vijay Sondhi, CEO of NMI, explains how NMI works with ISOs to help small & mid-sized businesses compete with the big guys through omni-channel enablement. James describes the pros and cons of flat rate pricing. And Patti reports on the latest trends in credit and debit card payments and acquirer rankings.
Compliance is always a challenge! There are regulations and rules which apply to surcharging fees. Today I’ll discuss some interesting trends regarding these as related to the use of debit cards.
I'm finally publishing five keys for selling merchant services on the phone. This is probably the most requested topic I've ever had. There's a very good reason I've never published an episode on it before...
Learn how one ISO minimizes churn with merchant options for passing along costs to customers
Phil Ricci, Vice President of Sales Operations at Clearent, describes how Clearent supports different paths to success in helping merchants pass along card processing costs to customers. Options include cash discounting, surcharging, and a combination of the two. Plus James explains tiered pricing and Patti reports on Apple's credit card gambit.
Help merchants boost revenue by up to 11% with intelligent reconciliation
Troy Zentner, CEO and Co-Founder of Gold Star Payments, describes a revolutionary approach to reconciliation; that helps merchants realize revenue bumps upwards of 11%. James explains the pros and cons of Interchange Plus pricing. And Patti reviews the latest trends in corporate payment frauds.
There is an underlying cost structure for every ISO and processor in the merchant services industry. To make a profitable book of business, making sure fees are covering costs is crucial. And saving merchants money is the methodology of the industry. Let me help you understand this vital topic…
Mastering the art of relationship building
The key to building lifetime relationships is in keeping it super simple, RJ Horsley, President of SpotOn Transact, explains in this week's featured interview. Plus, James discusses urgency killers and ways to overcome these in order to close deals, and Patti describes the latest trends in e-commerce sales.
I have some interesting experiences when traveling and consulting. I also see many trends in our industry. One illogical one I've noticed lately is...
Learn why cash discounting is a win-win & how to close deals when selling on value
This week's podcast features an interview with Adam Ackerman, head of the ISO Sales Channel at Merchant Lynx Services. Adam explains how cash discounting is driving value for MLSs and their clients. James offers more insights for selling on value, specifically how to close a value sale. And Patti provides an update on crypto-currency trends.
The big question in our industry right now is, “should we switch from cash discounting to surcharging, or should we add surcharging?” There are 3 problems with going to all surcharge right now. Here are some tips to help you through this transition time in the industry.
Making case for surcharging, instant funding; plus value-selling roadmap
Robert Maynard explains how his firm, SurchX, partners with ISOs and MLSs to support compliant credit card surcharging. James provides a roadmap for selling on value. And Patti describes merchant demand and willingness to pay for instant funding options.
I've talked to thousands of agents and ISOs through my years in the industry. That has resulted in exposure to many different approaches for selling merchant services. I've found three main categories of prospecting strategies which are most successful...
Learn about selling on value, managing e-commerce risk
James offers insights for selling on value. Le Ann Power explains how G2 Web services help ISOs and acquirers, manage e-commerce risk and card brand compliance. And, Patti discusses what recent acquirer mega-mergers could mean for ISOs and agents.
There’s been much transition in the industry the last year! Cash discounting isn’t dead, but it has changed. Jump into the episode with me today while I discuss the current trends on this hot topic.
Making sense of crypto-currencies, phishing & cash discounting
This week's podcast features Steve Eazell, SVP for Partner Sales at PayVida, who discusses the ins and outs of crypto-currencies. Plus, James answers a question on the minds of many agents these days: should I still sell cash discounting? And Patti offers tips for fending off phishing attacks.
Play chess rather than checkers when selling! Chess is a game I love which has many parallels to the way I sell. Let me help you begin using chess strategy and close more sales.
Engender merchant loyalty & profitability, even if you can't always say "yes".
This week, industry veteran and Paysafe President OB Rawls explains, how selling solutions that enable merchants to grow; helps ISOs and MLSs grow their businesses. Patti discusses balancing merchant demands for less friction and greater security in payments. And, James offers insights on what to do when you can't say, "yes" to a merchant.
What distinguishes cash discounting from surcharging programs? Compliance and Margins
With Visa making clear its disdain for cash discounting programs, more ISO's and MLS's are looking into surcharging programs. In this week's featured interview Jonathan Razi, Founder of CardX, describes markets and verticals where surcharging works. "The winners in this space will be those that make compliance automatic," he says. Plus, James explains distinctions between cash discounting & surcharging, and Patti discusses results of the first-ever JD Power analysis of merchant services providers.
I believe all the current cash discount programs are eventually going to surcharging. Thus, I would be remiss not to publish a series of discussions about surcharging. Since surcharging is much more complicated than traditional cash discount programs, gain much needed knowledge as I discuss this all-important topic...
No portfolio is too small or too big to sell!
Learn from Denise Shomo, President of Cutter Financial, about what her firm looks for when purchasing agent portfolios. "No portfolio is too small or too large," she says. Plus, Patti provides updates on cash usage and cash discounting, and James delivers strategies for closing sales.
There are three ways to double your closing rate in one week. These are guaranteed to work for anyone! Sometimes the simplest things are overlooked. Here are three simple things which you might find hard to do.
Boosting sales through online marketing & referral networks, plus tips for getting things done.
Learn how Matt Donovan and Adam Kiefer, founding partners of Talage, an insurance company specializing in small businesses, use referral networks and online marketing to drive sales, and how these strategies can be applied successfully to merchant sales. Plus, James offers tips for making the best use of office time, and Patti explores recent changes to the card brand's charge back rules.
There's a very important story in the news right now suggesting Visa and MasterCard are considering an increase of interchange fees. There are some aspects of that news which annoy me greatly. But I am glad it's happening for one reason...
Learn how ChargeBack Gurus work with ISOs and their partners to manage merchant charge backs and fight charge back fraud. Their motto: "Every charge back tells story." Patti reports on gains in credit, debit and prepaid card usage. And, James offers his take on the transition from working an MLS job to a running successful business.
I just finalized a deal with a self-storage company that uses our software. We set them up on cash discounting through our system. This caused some reflection on my part as to why I am still selling cash discounting. I have published my opinion that surcharging will over-shadow cash discounting eventually. You may have also read my view on the Visa bulletin and the ruling in New York. However, I’m still selling cash discounting, and I think you should, too.
In this week's episode, David Palmer & Robert Heinrich describe how Simpay helps agents grow their portfolios by speaking to merchant pain points with payroll and POS solutions. Plus Patti discusses the relevance of contactless payments, and James explains how agents can use Apple Pay to prospect.
Embrace these 5 keys to building as successful merchant sales team, and learn how tokenization protects eCommerce merchants and their customers.
This week James offers 5 keys to building a successful merchant services sales team. Plus Patti discusses the movement toward card data tokenization, and how ISOs, agents and their partners can get merchants and consumers on board with this proven method to protecting against card fraud.
The Mark Of A Great Opening Pitch - Selling Merchant Services by Merchant Sales Podcast
This week, James interviews a one of a kind sales professional who sold 301 merchants last year and that wasn't even close to his best year. He did this while managing a large team of agents and keeping his life in balance. Patti's insider's report covers the benefits and concerns of the CBD industry when it comes to merchant services. In questions from the field, James presents two variations of a successful cash discount opening pitch.
I just attended a sales meeting at one of the largest ISOs in the country. While talking to one of their top reps, I learned great tips about delegating merchant support without losing trust...
Culture, Technology & Access to Capital: the Trifecta of Merchant Sales Team Success
Sam Zietz describes how the company he founded and leads, TouchSuite, fuses technology, with a partnership culture and access to capital to support successful merchant sales teams. Plus, Patti reports on the the latest surcharging developments in New York, and James offers his take on charting a successful path in merchant sales.
Last week there was a "victory" for surcharging in New York. But WAS it a victory? The reason why I think the action was more defeat than victory...
Plug & Play POS solutions that support cash discounting, payment acceptance at cannabis businesses, & networking to boost prospecting
In this week's podcast, Kyle Dove describes how his company, PaayyTech, works with ISOs and MLSs to deploy feature-rich plug-&-play POS solutions that support merchant cash discounting. Plus, Patti discusses payment solutions in the emerging market for cannabis and CBD products, and James offers strategies for making the most of networking.
Learn how one ISO builds and sells technology solutions that drive value.
Josh Smith, CEO of Gas POS, describes a universal upgrade kit that supports ongoing gas station compliance with EMV and PCI, and other value adds Gas POS considers critical to successfully serving this vertical. Patti discusses economic indicators and consumer spending trends, and James offers tips for setting and attaining goals in the New Year.
These 3 TIPS will increase Merchant Services sales for you in 2019. Implement these and enjoy great results. I'll also tell you a way to get more benefit from my experience if you want to dive deeper...
Expand revenue opportunities by helping clients access working capital.
Learn how Rapid Advance's Mark Cerminaro and other alternative lenders partner with ISOs and agents to grow revenue opportunities with easier access to capital. And, get James' take on a piercing question on the minds of many in merchant services: Do I have a business or a job?
Mark Cerminaro, Chief Revenue Officer -- mcerminaro@rapidadvance.com
Are you prepared to learn and adjust to change?
James puts on his prognosticator’s hat and discusses 3 trends that will feature prominently in merchant sales in 2019. While Patti reflects back on front-page issues of 2018 that will continue to prevail next year.
Everyone wants to become a really, really, really good sales person and make tons of money. Today I'm diving deeper into how to close deals. Take the plunge...
Brian Henciak and Andrew O’Connor, Co-Founders of Team Merchant, explain how they build sticky merchant relationships. Their mantra: what would Mr. Rogers do? Plus, James and Patti discuss B2B opportunities, along with prospecting and cold calling.
A common issue for sales people is the wrong perspective on building relationships. You'll sell more merchants by getting them to say "No." Let me explain...
Marc Beauchamp, CEO of Surv Credit and long-term industry expert, talks with us about how merchants can implement a consumer financing program to grow their revenue and residual. Patti gives you talking points about preventing payment fraud. James closes out the episode with 2 keys to staying organized while selling merchants.
Recently while doing a lot of role play with agents, I've been reminded how effective the question close technique is and how often I use it! When you're trying to close merchants, try this method...
Learn first-hand how James and Christina Shepherd built a successful ISO business from the ground up. Plus, Patti discusses trends in credit and debit card fraud & James offers a proven strategy for pitching cash discounting.
Selling merchants during the holiday season is challenging. I have a couple of tips which will give you a big advantage! Here are solutions for the most common objections...
Steve Duniec, President of Payment Advisors and a 25-year veteran of the merchant services industry, offers insights on strategies for selling to high-risk merchants. Patti reports on technologies that can help ISOs and MLSs deliver great customer experiences. And James offers advice on closing sales during the holidays.
There is a Golden Opportunity waiting for you right now. Look into Facebook marketing. A big shift is coming within the next few years. Leveraging data can lower your cost per merchant account significantly…
In this episode, Brian Gross and Jon Halpern of Pineapple Payments discuss how ISOs and agents can leverage technology for stickier merchant relationships and position their portfolios for sale. The Insider’s Report takes a look at the Federal Reserve’s Faster Payments initiative and what that could mean for merchant services. And, James wraps up the episode by answering the question “How much training is too much training?”
In the last few weeks I’ve been talking and listening and evaluating. So far Visa has done no more than publish a bulletin about cash discounting. Now is the time for an update on cash discounting, surcharging, and Clover – the ongoing saga. What should we expect next?
This episode features an interview with Cory Capoccia, President of Womply, on how his company partners with ISOs and MLSs on data-driven merchant retention strategies. Patti’s Insider’s Report provides the latest on mobile payments, like mobile wallets. Plus, James tackles a Question from the Field on holding 1099 agents accountable.
This week’s episode features an interview with John Beebe, an industry veteran who has built and sold several large merchant portfolios and now works with merchants on cryptocurrency acceptance. Plus, James and Patti field questions on building a solid sales team.
In this episode, James and Patti discuss the Visa Bulletin on cash discounting and what it means for ISOs and MLSs. Plus, they speak with Jonathan Razi of CardX about selling compliant surcharging programs, and take a question from the field on POS integrations.
Yesterday, Visa sent out a bulletin regarding Cash Discounting. In this bulletin they declared the current cash discounting service fees as non-compliant. Listen to learn more.
Latest update on the Visa / Mastercard merchant settlement and what it might mean for your business going forward. The Insiders' report hones in on Cash Discounting - where it's at and where it's going.
This episode is my general musings today about the evolution of the payments industry. Things are changing. Many large retailers want to reject...
In this episode we discuss cash as a form of payment and the ATM Business Model. George Sarantopoulos, CEO of Access One Solutions and Chair of the National ATM Council Inc., shares his insights. His ATM business is booming; he challenges us to rethink cash. With Cash Discounting on the rise and ATM usage as prevalent as ever, the "cashless society" may turn out to be a pipe dream. After speaking with George and listening to Patti's insiders' report, that doesn't sound like a bad thing.
Remove the 3 most common barriers to success. No matter what you are trying to accomplish, these barriers will be in your way. This is probably the best advice you are ever going to get about starting a business and being successful...
In this episode we talk about getting acquired. Even if you have no plans of selling your merchant accounts, you will learn from Ketih and George, co-founders of Transmerit, how to build a profitable book of business.
The Insiders' Report with Patti Murphy covers a new topic today, B2B transactions. Understanding Tier 2 and 3 interchange categories, as well as marketing strategies for B2B transactions, will unlock a multi-billion dollar marketplace for you.
We close this episode by answering questions including how to sell multi-location businesses and how to make a living selling merchant services.
We have a big problem in the industry right now. There are two extreme opinions about cash discounting. One side says nobody likes it. The opposing opinion is that everybody loves it. The reality is…
In this exciting episode we interview David Allen, CEO of Braandz, a company that allows merchants to accept all major brand gift cards including Walmart, Amazon, Home Depot and hundreds more.
We follow up this interview with the insiders report. Patti talks about the current state of gift cards in the US market and shares statistics about gift card usage that will surprise you.
Make sure to stick around for questions from the field. We hope you enjoy our 10th episode!
I get asked one question all the time, twice just today: Which is better for sales – phone or face-to-face? There is no cut and dry answer. I’ll give three perspectives today.…
What can you learn by spending 51 years on the payments industry? On today's episode, we learn from Donna Embry and her years of experience.
After this interview, we talk about data breaches and security in the payments industry. Every sales rep and ISO must become an expert on these topics in the evolving payments space today.
The question of how Visa would attack cash discounting has been hanging in the air. Everyone knows they don't like it!
In this episode, we start off with an interview from a lead generation expert that runs call centers for several large ISOs. You will learn how they generate leads for agents and ISOs across the industry.
Patti Murphy then talks about metrics and how consumers are changing their payment preferences in the insiders report.
We finish up the episode with questions from the field including one about high risk merchant accounts.
Get tips here to make every minute productive! Realize your sales skills are only producing value when you're in front of qualified prospects. Decide how to increase the number of minutes you spend doing this activity and watch your income increase dramatically.
We start off this episode by interviewing Donnie Troy, a top merchant services rep who shares his experience and tips. Then we move on to a special edition of the insiders report where Patti Murphy and James Shepherd debate cash discounting and discuss the various challenges facing this new pricing structure.
Learn the simple 4-step process to increase your submissions. Implement them to have a guaranteed increase. Use this strategy to gradually but steadily increase submissions and hit your sales goals.
This week, we interview Ken Musante the CEO of Eureka Payments who shares his years of experience building solid, long term relationships with merchants and industry professionals.
Patti Murphy shares why true partnerships are crucial to your success and how to build the right kind and we take several great questions form the field. Thank you for listening to our podcast!
Changes are looming in the payments landscape. Kroger is taking drastic action against Visa. Be informed and understand how these changes may affect you!
In last couple of weeks, James has spoken with over 100 agents, ISO owners and processing executives and it is obvious from these calls that cash discounting is the hottest trend in merchant sales. At the end of today's podcast episode, James shares 4 keys to selling cash discounting. You will hear an opening pitch that is working in the field as well as rebuttals to the most common objection, "My customers will be upset and I will lose business."
We start off this week's episode with 4 great questions from the field including how to get started selling merchant services and how to compete with software providers. The insider's report contains keys to building a profitable, long term book of business that has resale value and you will not want to miss this great information from Patti Murphy.
Get the scoop on choosing the best ISO when you’re new to the industry. The differentiating factor which sets an ISO apart for new reps is the training. Let me help you compare those things. Then see who comes out on top for you!
Patty talks about the power of ACH payments. James talks about portfolio buyout and should you sell for one or multiple processors. Patty interviews Brandy Elitch, Director of Parnter Acquisitions, Crosscheck.
Investors Think Higher Interchange and Rewards. The recent SCOTUS ruling gives Mastercard the perfect excuse to increase their costs to merchants, add incentives for consumers, and reap more profits in the process. Educate your merchants and pay attention to shifts in the competitive landscape of our industry.
CCSales Pro/Green Sheet Podcast with James Shepherd and Patti Murphy by Merchant Sales Podcast
CCSales Pro/Green Sheet Podcast with James Shepherd and Patti Murphy by Merchant Sales Podcast
"The first processor I sold for was a total scam. Don't make the same mistakes I made."
Here are five comparisons between playing golf and selling merchant services. Get some encouragement and be challenged by my experiences selling over the last fifteen years.
Payment processing as we know it will be disrupted at some point; the two important questions are when and how? With the ruling on OHIO v. AMERICAN EXPRESS, we learned that the Supreme Court is much less likely to be the "how." We also caught a glimpse of how cash discounting may eventually be viewed if taken to the Supreme Court.
Interview with Brian Kamstra - President at Retriever Merchant Solutions Insider Report - Patti Murphy talks about setting your ISO apart in today's competitive merchant services space. Questions from the Field - James and Patti answer questions from reps and ISOs including, "How to Compete with Square", "How to Market Merchant Services" and "Where is the Industry Heading"
Get my insights on success for the long haul. Short-term success is hard to achieve and doesn't last long. Spend your time leveraging your strengths to help others. Creating massive value for others is the only long-term guarantee of success.
Use these five tips to leverage new merchants for sales. I'll help you find new businesses and learn simple strategies to get to the owners. Selling new merchants is all about timing. If you are the first one in the door, you will almost certainly make the sale.
"You can make a heavy six figure income in merchant services as both an individual rep or by running your own ISO. Here are 3 specific strategies you can use to make 10K per month in merchant services residuals."
"Building a merchant services sales team or ISO may sound exciting, but there are 5 things you need to know before you get started. If you think start a sales team is easy, think again. Watch this video for specific tips on how to get started."
"Is merchant services still a good opportunity for independent reps and ISO's or while new comers to the payments space disrupt our industry? In this video I will explain why I believe merchant services sales is still a great career option for the next 5 years and what you need to do in order to be prepared."
E-Commerce is a rapidly growing market place. Don’t miss my new course at instantquotetool.com! Get all the details of selling E-Commerce merchants. There is less competition, and they’re paying exorbitant rates. Now is the time to be a reseller and offer them convenience with a significant savings in price. Here is the introductory lesson to the course.
The most important word in sales is not “Yes.” This WILL surprise you! In the last episode of the mini-series about the structured sales process, I’ll tell you the most important word. There are two times especially, to use the most important word to your advantage.
Learn to keep making money after your campaign is over. Get tips for the secret of connecting with prospects to win their business. See how data from your initial campaign can bring success in the future.
When to STOP selling - make this IMPORTANT DECISION! Take the next step in structuring your sales. Today I’ll show you how to use simple math for setting the end date of your campaign. That will give you the urgency and accountability to propel you toward success.
Get tips on how to create a target market. Find businesses in your area to whom you can sell. Learn to target specific businesses in this episode.
WATCH OUT! Don’t miss this important step in structuring your sales process. Avoid the temptation to believe your assumption without proof. In this episode of the series on structured selling I’ll help you make sure you’re right BEFORE moving ahead.
Get tips today to simplify the value proposition. The key is finding a solution for merchants’ very specific problem. Let me help you know how to identify the problem and create a solution which appeals to the merchants.
Dive into structured selling with me! A solid framework is vital to sales success. Let me help you make something happen. This episode is the first in a series on structured selling.
Learn to recognize bad advice! Don’t believe everything you hear. This episode will give valuable insight for young entrepreneurs. Here’s my advice on the most important skill to share when you mentor or to acquire if you’re young and getting started.
An assistant can boost your productivity to the next level! Having an assistant is a time saver and is affordable. Focus on selling by having an assistant manage your calendar and administrative tasks.
Here’s a success guaranteed strategy for content marketing. Most people have the totally wrong idea. Learn how to best leverage this vital tool. Follow my tips in this episode to get you noticed and gather followers online.
Use these tips to keep your hard-earned customers. Running in place gets you nowhere! Get off the “Hamster-Wheel” of Attrition today by using these tips to keep your hard-earned customers!
Maximize your cash discounting residuals. You MUST think through implications of average ticket size. This is the variable that really matters. Let me clear the confusion and explain in this episode how to ensure you’re making good money.
Cash discounting is profitable! Don’t shy away from this opportunity. Learn how cash discounting can be profitable for you both now and in the future.
Learn how to predict your earnings in merchant services. Here’s the answer to the most common question I’ve been asked. By using the income calculator I created, get personalized information. This is the final episode in the series on Merchant Services Sales Commission. Don’t miss the culmination with all the totals.
ATTRITION - The most overlooked number in merchant services sales commission. How can you predict a percentage rate for attrition? In this episode I’ll give you some guidelines.
Discover the answer to a VERY frequent question. Everyone wants a big residual portfolio. But how is it calculated? In this episode get a better understanding of that all-important residual split.
Discover the pros and cons of reaching large and small merchants. Learn to calculate your projected gross margin and check your target businesses for profitability.
Consider these variables before deciding. Up-front bonus will vary greatly depending on some choices you make. Let me guide you through these important considerations in this episode. [Social media: Your opinion or experience would be appreciated! Please comment below.
Learn to set your goals higher by using a free “income calculator.” Let me show you how to go beyond your first year’s level of success by avoiding common barriers at this stage. These tips will transform your sales career!
Are you ready to launch a career in merchant services? Here’s my calculator to see how much money you can make. In this episode I’ll teach you the assumptions and other variables. Prepare to set your goals and get busy.
A simple question with a complex answer. Here are insights for merchants about accepting bitcoin. Know how to serve your clients in this venue. I’ll guide you through some facets of bitcoin payments in this episode.
Find principles here which explain the mess. Is bitcoin a viable currency or not? What is the future of bitcoin? Get answers and my viewpoint to these questions in this episode.
Understand terms and technology. Actions are determined by our understanding. In this episode learn about bitcoin and blockchain. You should be well informed on these topics.
Join us today in learning the difference between an average salesperson and one that excels in his profession. There’s plenty of room for everyone on the extra mile.
Get a vision for the long haul. There are two words which embody the secret to success. Find out what they are in this episode. And find out why I think they are the secret to success.
Continue learning about building a business in today’s episode. Success is, more often than not, a byproduct of sacrifice and hard work. Life’s difficulties don’t have to spoil your hopes and dreams.
Learn a great principle for building a successful business through a time-tested quote. In this episode we focus on the “Why” of what you are doing. Do you have what it takes to be successful when the going gets tough?
This episode begins a mini-series that you do not want to miss out on! Discover two phases of success for building a business. Sacrifice comes before success. Profit from valuable insights in this episode to propel you toward success.
Today I want to talk to you about the two phases of success. This is going to be a little mini-series which is primarily for business owners and those looking to start their own business.
Don’t miss my new course on instantquotetool.com. Objections are inevitable. Know how to overcome them, but don’t FOCUS on them! In this episode I’ll kick-off the new course, Overcoming Common Objections, and help you direct your focus.
Let my good track record give some insights. Interacting with many sales reps, processors, and merchants opens my perspective. This episode is just my personal predictions. Let’s explore the future of merchant services pricing.
This pricing structure is hot in our industry. Merchants like the simplicity. Subscription Rate Pricing can be very powerful. Brush up the old pitch and take it to a whole new level. I’ll guide you with good tips in this episode.
Get the pros and cons in this episode. Do the advantages balance the glaring weakness? Flat-rate pricing IS a viable option. Find out here when to use it. Understand how to make it effective.
Take a deep dive with me in this episode. I’ll get specific about the two most common pricing structures. This is an area which changes in our industry. Rethink tier pricing versus interchange plus.
Learn how to use two little words to close deals more effectively and faster. Using tie-downs can transform your prospecting and closing results! In this episode you will see how important it is to use tie-downs correctly and make them a valuable tool for your success.
Valuable but not essential describes this strategy. Keeping the pipeline full probably won’t happen on social media. Here are some tips on getting value from social media prospecting. Discover the best use of this tool in my episode today.
Be careful how you use this valuable tool. Learn how email can be beneficial rather than a waste of time. Use guilt to your advantage. In this episode I’ll show you two ways I use emails for prospecting.
Is your self confidence in the gutter? Avoid the vicious cycle of desperation. Let me pull you out of the gutter. Find helps in this episode to guide you toward closing some deals!
A full pipeline is VITAL! Use this secret calculation to keep it alive. Sales is a numbers game you can win. In this episode I’m sharing someone else’s tip. Don’t miss this valuable information.
Prospecting fear is a REAL handicap to sales. My tips will help you overcome the fear of walking into a business. Trick yourself! In this episode I’ll give you my secret weapon.
Recognize it! Admit it! Validate this as a real problem in your career. Here are tips on how to overcome the fear of cold calling on the phone. Learn from my own personal experience in this episode
Just get it done! Keep moving forward so the enemy can’t catch you. There’s a time for thinking and a time for prospecting. I’ll help you recognize and defeat the biggest enemy of prospecting in this episode.
How many people have you interrupted today? This is a necessary evil in sales. Be willing to do the difficult things. In this episode learn the truth about prospecting. It’s the price you must pay in order to make sales, so you can make money.
Prove your assumptions BEFORE acting on them. Don’t just assume you can do it. In this episode learn the process of identifying assumptions and proving them. Discover whether you’re designed for merchant services or should move on to another career.
Can’t seem to get to the next level? Learn how to wear the employee hat and the manager hat. Work ON your business in addition to working IN your business. Leverage your laziness to grow your business. Don’t miss this episode; I’ll tell you what I mean.
Execute your schedule. These tips for managing emails and phone calls will maximize your work time. Don’t let them hamper your ability to perform and keep your schedule. In this episode get my secrets for saving a little time every day. Every little bit saved adds up to make you organized for success.
This will blow your mind! Find out how you REALLY spend your time for a week. To be organized for success requires realism. End the frustration of failing to keep your schedule. And don’t let urgent things keep you from important things. My tips in this episode will pinpoint decisions of character and good trade-offs.
Start wherever you are. Learn how to make an overview of your life in time blocks. Use these blocks to build success. In this episode I’ll walk you through the process. You can be organized for success!
JUST DO IT! Create structure and accountability to eliminate unnecessary decision making. Leverage your abilities to get things done. In this episode discover one simple tip in becoming organized for success.
Don’t be a milk-toast! Make sure you mean business in your decision making. The most important part of a decision is NOT deciding what you’re going to do. In this episode find out how to follow through with decisions.
Use this secret to get through the gate. Gatekeepers will make or break your telemarketing success. Throw them off with a little confusion. In this episode I’ll help you quickly seize the goal of sliding past!
Don’t miss this LIVE EVENT! Join me Friday, March 16, 2018, at 3:00 p.m. EST. I’ll take you on a deep dive into cash discounting…everything you need to know. Here is the link to register for the live event: https://attendee.gotowebinar.com/register/1133928930091673347
Don’t miss this new course in instantquotetool.com. Get the introductory basics in this episode. Learn more about cash discounting and surcharging. Be ready to launch into the unique benefits and challenges of each model. This episode will lay the foundation for great training available only on instantquotetool.com.
Open the door of opportunity in selling payment processing. Good prospecting equals more sales. I’ve found three models which work. In this episode I’ll explain each one, so you can choose the best one for you.
Be aware of the difference! This is not an issue of good versus bad but comparing apples to apples. Make sure you’re comparing up-front BONUS to up-front BUYOUT to get the best deal. These two financial transactions can be tricky. In this episode you’ll see how to make the most informed decision.
Get money in your bank account. These four types of commission will pad your pocket as you sell payment processing. Keep your options open to sell different types of merchants in different types of ways. Discover the details in this episode.
Learn the payment processing system. Discover which part of the process renders income for sales reps. In this episode grasp the basics of the system and understand why selling merchant services can be a productive career.
Back to the basic nitty gritty info in this episode. For those who need to know. And for things that need updating. Here is a brief history and simple definition of merchant services.
Unique challenges and opportunities come with college students in the merchant services industry. These tips will help you leverage students for sales. Realistic expectations create a model which works. College students, learn how to craft a pitch that’s hard to refuse. Get the scoop in this episode.
Hope you enjoy this unique episode! Three keys to keeping marriage happy AND being successful at the same time. If these keys are too late for your marriage, no criticism here. But these two things CAN be compatible. Maybe these three tips will help you keep the balance.
These two things will propel your business forward. The right perspective and focus make a BIG difference! I would’ve been farther down the road if I had known this ten years ago. Learn for yourself from my experience in this episode.
Don’t learn the hard way like I did! This one key strategy will make all the difference in your pitch. Merchants will want the savings you offer when they see the big picture. Find out how to implement this deal clinching pitch.
One BIG handicap to your business comes from a misunderstanding. Get the right mindset. Stop milking your business! You must invest to grow. This episode clears up some misconceptions, so your business can flourish.
WAIT! Take a step back before going forward. Ask yourself some questions if you’ve been fired. This episode will give you important guidelines to make the next step a good decision.
Profit from this core business advice. Learn the three “R’s” in this episode for building a successful company. You’ll generate revenues as you generate relationships. But the three “R’s” must come in the right order. Follow these tips to put you on target for a prosperous and fulfilling career.
This well-kept secret is not hidden from our industry. The payments playground is an untapped mine of sales opportunity. Nobody is even trying to sell them merchant services. Learn more in this episode.
Push your pitch to the limits. Stay off the middle road to avoid failure in sales. Making sales requires two extreme talents. The more extreme, the better. In this episode learn to expand your boundaries and switch gears at the right moment to get the sale.
Don’t get caught in this BIG avoid issue! Cash discounting has great benefits. But be informed about this costly trap. Let me help you understand this complicated problem. In this episode get the insight you need to save your merchants money.
Don’t run out of gas! Stay on the highway of making the sale until it ends. A one call close IS possible. Reps are doing it every day. Here are some tips to help you learn the art. This episode will help fill your tank, so you can stay on the highway.
Hopefully you’re getting great value from my content. Many have made a lot of sales in the merchant services industry because of my tips. I am happy for your success! Now I’m asking a huge favor from you.
There is one lie in our industry that is killing your commission. Service and technology are merchants’ key interests for making the sale. Merchants want a positive outlook for the future rather than dwelling on the current statement. Find out in this episode how to create a beautiful PDF proposal for merchants without ever seeing their statement.
Here’s the secret to negotiating your residual buyouts. This episode will help you avoid a big mistake. Make sure your buy-out doesn’t contain an all or nothing earn-out. Let me help you recognize a good deal.
These keys will get you to the decision-maker. In this episode I’ll guide you past the gatekeeper every single time. Learn what to say and when you’ve said enough. Sometimes silence is golden!
This one simple key will prick merchants’ interest in tablet point of sales systems. Make your presentation simple. Don’t overwhelm merchants with too many details. In this episode I will simplify the pitch for you. Then you can close the sale.
Grab their attention right up front. Prospects will be much happier to hear what you have to say when they know you respect their time. This strategy of giving a time frame at the beginning of your pitch will put a smooth close within your reach. I’ll show you how to do it in this episode.
Targeting specific verticals with a specific value proposition is key to competing with Square. Understand what matters most to each vertical. This episode will give specific strategies to help you “one up” Square. Get the edge you need to steal their clients. For more training resources visit: http://ccsalespro.com/
Here is GOOD NEWS for those trying to compete with Square on pricing. There is some inside information you should know. Merchants need to be aware that Square flat rate is NOT necessarily flat rate for everyone. Let me show you the areas where you can compete.
From outspoken opponent to fully supportive - my big perspective change on leasing. Don’t give up the option of free terminals, but include the option to lease, too. Follow my journey of discovery about the benefits for merchants AND reps.
DERAILED right in the middle of the closing process? Don’t let an aggravating excuse shut you down. Use this key response to get back on track. Taking a detour WITH your prospect may give you the advantage you need to close the sale.
You’re dreading THE objection – the one you KNOW is coming. Avoiding the subject is only temporary. Have you wasted time or made two or three visits already by skirting the issue? Try honesty; it works!
When someone very successful talks, we better listen! Amazingly simple, profound advice is hard to come by. I met an extremely successful sales rep who gave that kind of advice. Learn the art of having fun AND making money in this episode.
Here’s a key ingredient for making good money in this industry. Two scheduled appointments per day can give you a big edge. This episode is part of my exciting mini-series featuring tips from top sales reps. Commission structure is NOT the key to making money. Learn how the right perspective and two leads per day can make the difference.
Get great tips from great sales people in this episode. Three Hundred Deals PER YEAR is a lot of work! I met a sales person doing that. My new mini-series offers advice from the top reps. These sales people are those with whom I talked at a recent sales summit meeting. When someone is doing the job right, let’s find out how. Maybe there’s something we can copy!
Watch out for a strong competitor in our industry this year! Part 2 of my 2018 predictions is bad news. Square is going to shift their strategy. This episode will give you tips on how to compete in 2018.
This can be THE YEAR of big income increase in our industry. Make sure you look at both sides of the coin though. Don’t be caught in the trap of single option. Selling cash discounting is great – jump on board! But you also need to keep selling traditional merchant accounts. Listen and learn how to benefit most from both selling options in 2018.
Get busy going after the goal you set in the last episode. Measuring your progress toward that goal is the next step. Decide one number you can track to assure you’re on target and moving forward every day. You need a scoreboard – a way to see your progress. Without a scoreboard, you’re just playing.
Here is the secret to keeping that New Year resolution! Make a realistic goal which will result in good progress in your life. Two of my real-life experiences will give you a new perspective, too.
Here are vital tools for negotiating with your processor. You’re going to need this skill to grow your business. Generating growth may not always be exciting. There’s not always fun and games, but success can be the result of the daily grind!
The key to building a solid ISO is hiring good people. Take your time to hire very carefully. Don’t recruit just anybody warm and breathing air! In this episode you’ll learn several models for hiring. Whatever model you use, remember the key – good people!
Choosing the right business model can be really tricky. Take this core advice from someone who has learned by experience. The first model is one which you MUST not skip. Perfect this first step and be closer to starting your own ISO.
Let me help you step up to the next level in your career. Get the structure in place for growth. Turn your job into a business and enjoy the perks of more income.
The Grand Finale of this series – creating and presenting your opening pitch. This episode contains the nuts and bolts of how to sell cash discounting. The culmination of my series will help you get to the six-figure income this year while saving your merchants big money!
This year is your BIG chance to make that six-figure income! Cash discounting will help you make it. Learn whether to do a percentage or a per item cash discount. My explanation of each option will guide your decision.
There is only ONE objection to cash discounting. Merchants fear loss of customers. Find out how consumers are reacting to cash discounting. Objective studies have been conducted. Let me tell you the results!
Leasing terminals – SHOULD you, or SHOULDN’T you? Join me in thinking through this controversial topic. Decide whether leasing is an issue of right and wrong when selling cash discounting. Make your decision then make your sales presentation.
Welcome to the second episode in this series on cash discounting. How to stop end-of-month billing is the topic. Choose the processor with the right method. Make your clients happy with your service.
This is the first in a series of episodes offering education on cash discounting and surcharging. In this first episode I’ll discuss the difference between the two. More in-depth information will come in the next six episodes. Make sure you know what cash discounting is and how to sell it.
A common objection and the pathway for victory can be found in this episode. Use the weapons of information and building trust to get on the path. Know how to open prospects’ understanding and answer their questions to stay on target for closing the sale.
Here are two great responses for prospects who are “too busy.” Personally identify and give them a fresh perspective. Ask the right questions to help them make time and close the deal.
The right approach when you walk in a business will pave the way for making the sale. Confidence boosting details can be found in this episode. I’ll give plain and simple details for a good foundation which propels you into the sales process.
The two keys in this episode will make sure your telemarketing strategy is effective. Set yourself apart on the phone and get your foot in the door. Boost your business by adding valuable new prospects.
There is ONE tip which will make your follow-up productive. Stop spinning your wheels and wasting time! Find out where to focus your attention to get you out of the rut and on the road to productivity in this area.
Oh No! The prospect has a touch screen point of sale system on the counter. Should you walk away? Let me help you evaluate the situation. Find the best approach and know how to proceed with these prospects.
So, my prediction was right; I’m not happy about it! Everybody in our industry seems to be begging for a target on our back. Enjoy the profit of cash discounting quickly, because the end result isn’t going to make us happy. Learn two big problems in this episode.
Station Yourself a Tier Below the Big Guys to Get the Best Service and Cost Structure. by Merchant Sales Podcast
Learn how to gain entry to and unlock the potential of selling to multi-location businesses. My two game-changing tips here will help you get sales in this profitable industry. Take advantage of my experience to insure you get the revenue you deserve on these deals! For more training resources visit: http://ccsalespro.com/
Are you avoiding retail specialty shops when you sell merchant services? You may be missing some great benefits. Find out how to leverage these sales. Big gains are sometimes available even without big revenues. Don’t miss this episode to get in on the gain! For more training resources visit: http://ccsalespro.com/
Learn how integration solves the processing challenge for fine dining restaurants. In this episode get help on timing your interaction, gathering the right data, and creating a successful campaign. My tips will give you the advantage you need to sell in this industry. For more training resources visit: http://ccsalespro.com/
Grab the attention of pizza shop owners by customizing your pitch. They will love you when you fix these four, big, specific problems. Be the hero and make the sale. For more training resources visit: http://ccsalespro.com/
Join me for an exciting new mini-series on how to sell specific business types. Learn different value propositions and other tips to sell the most commonly targeted businesses in the merchant services industry. Three great benefits revealed in today’s introductory episode. For more training resources visit: http://ccsalespro.com/
There IS a key to success financially. This short and simple episode will show you how that key will unlock success for YOU. Learn the common denominator for every successful sales person. Take some extra simple advice and get on the path to success.
Here is the final episode showing you how to craft an opening pitch which works every single time. Don’t miss this chance to learn part three of how I grab the attention of prospects with my opening pitch. Always get the “yes” call to action and be on the way to closing the sale. For more training resources visit: http://ccsalespro.com/
Listen In on CCsalesPro's New show and don't miss out on some of James' tips to handling rate objections and much more.
Collecting Information – Opening Pitch That Always Works in Merchant Services – Part 2 by Merchant Sales Podcast
Listen here to learn three elements of an opening pitch and why they work every single time. This is how I grab the attention of prospects with my opening pitch.
Should you register your ISO? How do you know when the time is right for you to become a processor? Continue reading to learn the point at which your brand recognition outweighs the cost of registration.
What should I talk about when I walk in or call a business? Should I lead with merchant services? Don’t give a stupid pitch; plan a really good pitch with one of these four options.
Choosing the right credit card processor as an independent sales rep is very important. There are so many variables that I decided to provide the 4 things I look for that cause me to cross a processor off the list when I am selling merchant services.
How confident are you that picked the right processor to sell merchant services? In this video series we discuss selling credit card processing and provide details about commission, residuals and credit card machine options that you should consider when choosing a merchant services provider.
If you followed the steps presented in the previous podcasts, the close should be as simple as laying out the next action steps and moving forward. This podcast will teach you how to move effortlessly into the closing pitch.
Sales professionals are always focused on closing techniques as if their bad job during the opening and presentation stage can be magically overcome by a creative closing line. The truth is that you must first win the game of the small "Yes" in order to get the big "Yes".
One of the best sales tips I can give you is the ability to ignore the objection and choose to see it as a question rather than an objection. Learn how to accomplish this, so that you can continue moving forward in the sales process.
If you are truly an expert in your field, you have a massive advantage in the marketplace and in this video you will learn how to leverage that advantage in your opening pitch.
This is a very different type of sales strategy. Learn how to channel your passion for your product or service into a teachable, logical value proposition that your prospects will want to understand.
Most independent sales reps just pay themselves whenever they get a commission check. This is a big problem and it will not only effect your tax burden, it will also effect your attitude, motivation and family relationships. Listen to this episode to understand the correct way and amount to pay yourself as an independent sales rep.
One area of strength for me is hiring good people and delegating to them. This skill set has allowed me to grow various businesses and today I want to share the 4 steps or keys to hiring and managing an assistant.
The greatest weakness of most sales people (including myself) is a lack of focus. I have learned to manage this weakness by focusing on three things for a period of time. Allow me to share my tips on how to focus your drive and ambition so you can succeed!
This podcast is very different from ones in the past. James will give one tip on decision-making, but also talk about the new show he is starting and let you know how you can help us out with feedback! Can’t wait to hear from you. Visit: http://ccsalespro.com/show/ to enter a question for the upcoming show.
Self-awareness is vital to success and accomplishment. Until you have self-awareness, you can’t improve yourself at all. We all know people who think they are something they’re not; who talk a big game but don’t produce any results; who think they are good at something when they’re actually terrible. A person in that mind-set can hardly be helped; this is a sad circumstance. Today I’m revealing my secret self-awareness weapon.....
Not every sale needs to take 3 or 4 visits. Many times you can close a deal on the spot with one visit when you realize that a prospect is motivated to choose your service and when you are prepared to complete the sale. This episode will walk you through the key to the one call close!
Many sales representatives are talented at generating interest for their products and services. However, when it comes to negotiating the specifics of the deal, everything falls apart. Learn how to negotiate like a pro in this episode.
If you didn’t listen to yesterday’s podcast, listen to it first: “What is Cash Discounting” In today’s podcastI want to talk about why you should sell cash discounting, and how you should sell cash discounting. Cash discounting is great because it gives you a lot more profit margin. Listen to the podcast for more info.
What Is Cash Discounting? – How to Sell a Cash Discount Program You have heard of this if you are in the merchant services industry, but what is cash discounting exactly? If you are in the merchant services industry like I am you probably get one or two calls from ISOs who say, “Come sell our cash discounting. You could make tons of money.” Watch this video to gain a better understanding of what businesses cash discounting would be best for, as well as, if you would be interested in selling this solution to small businesses.
If you are a sales manager and you are looking for practical tips on how to manage a high performing team of sales professionals. Don't fall into these 3 traps.
If you are in sales or thinking about getting into sales, this episode is a must! There are 2 huge misconceptions about sales that cause many people to waste time trying to be good at sales when they are not and others to avoid sales when they could make a fortune at it.
There are some basic truths about delegation that you need to understand if you want to leverage other people’s time and skill to help you accomplish your objectives. In this episode we explore those core concepts.
Some people leverage networking groups to make more sales in less time, while others seem to waste time and money on these networking events while producing little results. This episode we explore these groups and your decision to participate.
Don't let an opportunity to close the sale pass you by! When a prospect asks you a porcupine question and you are paying attention, you can close that deal on the spot. Learn how in today's episode.
Sales is not logical, it is emotional and sales professionals often forget this simple fact. If you want to move people towards "Yes" you need to use ownership questions and understand the psychology behind their decision.
These three closing techniques are powerful on their own, but once you have mastered all 3, you can use them together to create a smooth closing process.
Don't miss yesterday's post on how to hire a telemarketer. In today's post James will share how to minimize your cost per lead and then how to nurture your leads in order to close more deals. If you want sales leads for business to business sales, this podcast will give you all the information you need to be successful!
One of the fastest ways to grow your book of business is hiring a telemarketer that generates leads for you and even follows up to pack your schedule and make you more productive. In this video James provides 3 strategies for hiring a telemarketer and a bonus tip about using UpWork.com
Social Media selling is powerful and simple. Unfortunately it has been complicated by people who don't really know how to use it, or who are trying to avoid the hard work necessary for success. In this video, James breaks down the process of social media selling into simple steps.
Fear of Failure and Fear of Success are a disease in the minds of sales people that hold them back from achieving their goals. In today's post, James describes how these fears affect sales professionals and the strategies to overcome them.
Content marketing is a powerful tool if you are willing to put in the work and have the patience to wait. In this podcast, James describes how to use content marketing and / or paid advertising to get prospects coming to you.
I am sure I will get some negative feedback on this one, but I am a firm believer in closing sales and pushing for the close when you know you can add value. In this video I talk about how to cross the line once, so you know how hard you can close.
James describes the current state of the merchant services industry and provides 3 things you should consider before jumping in.
One thing that sets top sales people apart from average sales people is their ability to use "3 Option Selling" whenever they present value. You can leverage this same technique to dramatically increase your closing ratio.
Don't miss this short episode! James talks about his favorite closing statement that has had a huge impact on his closing percentage. You might want to watch or listen to this episode a few times to make sure you have it right!
In this episode, James talks about two sales habits that all top sales people share. Follow these two steps and not only with your sales career take off, your life will be dramatically different as a result.
James describes the two keys to customer service that will make your customers happy and reduce your stress level.
Listen as James describes 3 specific steps that you can follow to qualify and sell large and multi-location businesses. While this podcast focuses on merchant services, these techniques can be used to sell anything to larger business accounts.
In this podcast episode, James describes how you can leverage specific time management processes like the block schedule to get more done in less time as a sales professional.
In this podcast episode, I provide 3 strategies that build on yesterday's podcast to help you grab your prospect's attention.
If you are in sales, this is podcast episode will help you craft an opening pitch that is so far outside the box you will be able to grab your prospect's attention.
I am excited to share my system with you today and the 3 principles I use to get stuff done!
I have been using the exact same organizational system for about 15 years. It served me well as a middle manager for a big company. It worked great as an independent sales rep. I used it when I was a full time recruiter, when I was an entrepreneur building a fast growth company and as the CEO of a 30 person company. I am excited to share my system with you today and the 3 principles I use to get stuff done!
When you are speaking with a prospect or customer, you can say certain things that will build trust. You can say the same thing, in a different way and destroy any trust you built up. In today's podcast episode, I will help you understand the difference so you can build trust quickly with prospects and keep your customers happy.
In this podcast episode, I walk you through the Durbin Amendment, the Interchange Costs for Pin Debit (network fees) and Visa / Mastercard and walk you through a step by step process of guiding your merchant towards the right method of processing.
In today's podcast episode, I want to share a unique approach to the opening pitch that I think will really help you in the field. One of my concerns after providing free sales training content for over 5 years on YouTube, is that some of my advice is severely outdated. I have spoken with several sales reps that are still using my old pitch and so today I want to explain why it doesn't work anymore and how you can adjust that pitch to create more interest and get past all of the common objections.
In this short 10 min podcast episode, I share what I believe are 3 of the most important sales skills you need to develop. I rarely ever hear about these skills on sales books but by not developing these skills, you will severely damage your ability to prospect and close deals.
In this mini-series, we have covered flat rate pricing and Tier Pricing as well as Interchange Plus Pricing. In this final episode, I want to cover some of the new pricing structures that are gaining in popularity such as cash discount and surcharging. I am also going to talk about what I believe is the worst and most confusing cost structure for the merchant.
In this short mini-series, we are going to cover the basics of pricing structures and how they work. Today, I am going to talk about the question of Tier Pricing verses Interchange Plus Pricing. I get questions all the time about which one is better or more profitable and hopefully this episode will help you understand the ins and outs of pricing structures and how they effect your bottom line as well as the savings you can offer a merchant.
In this video/podcast episode, I share some secrets I have learned along the way to overcoming procrastination as a sales professional.
Visit http://www.instantquotetool.com to get more training and a 30 day trial. There are three new technologies that have had a meaningful impact on the payments industry over the last couple of years. In this short podcast episode, I give you a brief introduction and summary on each and give you specific tips on how you should be using them to increase your sales.
What to say after "Let me think about it." Don't get derailed by the most common objection in sales, here is a line that will work.
Visit http://www.instantquotetool.com to get more training and a 30 day trial. There are many ways to prospect as a merchant services sales rep, but one of my secrets to success has been the “Campaign”. A campaign is a targeted prospecting effort where you sell a specific type of business and organize your value proposition, marketing materials and pitch for that specific group. In this Video / Podcast episode, I share my strategies for developing and executing a successful campaign.
You need good metrics to track your progress in the field or on the phone. Most reps used different prospecting methods like calling, walking in, lead generation and referrals, so how do track progress across all of them? By tracking this one number.
Learn the three primary choices yo have when it comes to prospecting for payment processing and pick the right option for you! Don't forget to visit http://www.instantquotetool.com to start your free trial and access our advanced training courses.
Listen as James shares a text message from a rep in the field who just closed a merchant that basically kicked him out of the store yesterday. Very interesting approach.
Join me Tuesday the 24th at 7pm EST to learn about renting websites to increase residuals and retention.
Listen as James shares 5 Reasons why You need a Business Partner to Accomplish Your Goals.
Listen as James shares how to win the prospect over emotionally before winning them over logically.
James Shepherd talks about how the sales process has changed over the years and describes the most effective way to grab and hold your prospect's attention.
I have never shared my best close because it is very difficult to pull off. Listen to this close on my podcast. Implement carefully!
How would you describe your sales pipeline right now? Listen as James gives the secret to winning the numbers game.
If you make new year’s resolutions or plan ahead for improvements, you need to listen to this episode!
Listen as James gives 4 predictions for the upcoming year concerning merchant services.