Merchant Sales Podcast

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 constr...

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 repor...

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...

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"...

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 ap...

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.