Merchant Sales Podcast

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...

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 paym...

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 cl...

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...

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...

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 intercha...

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...

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 Patt...

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. Al...

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 reportin...

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...

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...

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 pr...

"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 foc...

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 s...

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 pay...