Merchant Sales Podcast

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...

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...

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...

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 r...

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...

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 Co...

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...

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 pullin...

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 a...

"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...

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 g...

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 discount...

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 increas...

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, a...

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 f...

Why Large Merchants are Embracing Cash Discounting by Merchant Sales Podcast

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...

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 e...

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.