Merchant Sales Podcast

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 insight...

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 lo...

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...

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 ve...

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 chall...

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 specifi...

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 i...

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 l...

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 close...

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 struggl...

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 Banca...

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...

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...

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...

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...

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...