Merchant Sales Podcast

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-tea...

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 get...

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...

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...

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 t...

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...

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.