Merchant Sales Podcast

Learn how Netevia is helping ISOs and agents rewrite the merchant sales playbook to include banking services as new sources of residual income. "We see massive opportunities," said Vlad Sadovskiy, Netevia's CEO. Than stick around for James's take on value-added services for sub-verticals, and Patti's reporting on a new surcharging law in New York.

Learn how and why Dejavoo Systems has positioned itself as a Fintech for ISOs. "Our job is to help them compete better than they can on their own, by providing new technologies for their agents' tool boxes," explains industry legend Mony Zenou, the firm's founder and CEO. Then James offers a new model for using telemarketers to get solid merchant leads, and Patti has an update on the social media...

"There are a variety of ways cannabis dispensaries can take payments," explains Glen Kaplan of Charge Today. Discover what Charge Today is doing to support merchant accounts within this controversial vertical. James continues on the verticalization theme with some insights on stealing customers from Square. And Patti wraps up this week's podcast by reporting on a class action lawsuit brought again...

Learn about the future of ISO sales and marketing from the vantage of industry veteran Allen Kopelman. "Business owners are looking for partners. If we have the right products, they will pay," says Kopelman, CEO at Nationwide Payment Systems. James follows that with his take on why content marketing is so important for ISOs and agents, and Patti reports on a movement afoot in Washington to regulat...

Discover how Josh Holden, agent owner at CardConnect, is building a team of local agents to sell complex payment processing solutions. Plus James has the skinny on getting outside capital and Patti reports on how surcharging and cash discounting are getting caught up in the federal government's campaign against junk fees.

This week Patti has a one-on-one with James, discussing his success strategies, and how sales reps can chart their own successes in payment processing. Then Patti reports on the Goldman Sachs-Apple split.

If you're selling payment processing with any form of dual pricing, you also should be offering check processing, say Travis Powers, Vice President of Partner & ISO Relations at CrossCheck. Discover the residual opportunities available with modern check services in this featured interview. Then James discusses the ins and outs of scaling a business, and Patti reports on opposition to credit card r...

Offer restaurants the ability to receive and manage delivery orders from multiple services using a single interface, says Thibault Le Conte, Founder of OrderOut. "We provide seamless Clover integration, and there's an API for ISVs," he notes in this week's interview. James follows with some insights on additional verticals where there is growing demand for delivery, and Patti reports on Apple's la...

watch this replay of the special live event where we will discuss high risk processing and how to build a portfolio in this profitable segment of the industry. We will also be giving away James' latest eBook on this topic that has been created with the help of Maverick, who is the sponsor of this event. James will be interviewing Ben Griefer, COO at Maverick to discuss the best practices to find,...

The challenge is in backing up agents with reliability and expert support, explains Ben Ross, COO at Green Payments, an ISO built around the 1099 sales model. "We consider ourselves an independent support organization," Ben added. Then James continues the theme, discussing what processors need to be doing today if they want to be successful with 1099 agents, and Patti wraps up the episode with a r...

Discover what Greg Myers has learned from 250+ interviews on his Leaders in Payments podcast. Plus James talks about an ISO Alliance initiative that dramatically increases good sales leads, and Patti reports on the dynamism of the payments processing industry.

Learn about Axium, a new Android-based terminal line from Ingenico, the company's strategic partnerships like the one Ingenico has with Payroc, and the company's vision for the future. "The payments industry is growing by leaps and bounds," says Tim McWeeney, head of U.S. indirect acquiring and ISO sales at Ingenico. James follows the interview with a briefing on the explosion of card-present ISV...

Compliant Surcharging is more popular than ever with card not present merchants, but reconciliation with Quickbooks can be a challenge. In this webinar, I am joined by Biller Genie President, Garima Shah to discuss how to make Surcharging work for these merchants and the process they went through to design and implement a seamless, processor agnostic surcharging integration with Quickbooks. There...

HotSauce POS is a processor-agnostic restaurant POS solution built for ISOs and agents to sell, Kai Hsu tells James & Patti in this week's featured interview. "We don't compete with the people feeding us," the HotSauce CEO said. Then James talks about how confidence and expertise add up to sales success, and Patti reports on a new pay-by-bank solution from Chase and Mastercard.

In this week's episode, James shares his thoughts on building a sales process that is relevant for 2024 and beyond. Our industry is more complex and competitive than ever, but many ISOs and ISVs are depending on outdated sales processes and trying to fit a square peg in a round hole. James will walk you through the 5 stages of a segmented sales process for payments and integrated technology and di...

Think in terms of influencer marketing, Mark Wagner, Founder and President of Disputifier, advises in this week's featured interview. (You can reach out to Mark for a list of influencers.) James follows the discussion by explaining how ISOs and agents should be choosing competitors, and Patti reports on a Fed proposal to slash the cap on regulated interchange.

Tune in as James & Patti discuss the evolution of the ISO channel with Alex Benjamin, Head of Global Business Development at Aevi. Aevi is a European firm that's making inroads on this side of the Atlantic as in-person payments experts. Then, James continues the theme with news of the ISO Alliance and its mission of helping small and mid-sized ISOs future-proof their businesses, and Patti reports...

In this week's interview, Jeff Shea of Under.oi. explains how processors and others can leverage their vast storehouses of in-house data and AI algorithms to readily create up-to-date risk models. In the next segment James relates a conversation with a restaurant owner regarding Dual Pricing. (Spoiler alert: savings, alone, are huge.) Then Patti wraps things up with a report on the CFPB's concerns...

POS systems may be all the rage, but terminals are not going away any time soon, explains Lori Pagnozzi, CEO and Chief Disruptor at HipFinity, the newest name in the terminal market. "We need to take ownership of the situation," Lori says. Also in this week's episode James makes the case for why a positive mindset leads to sales success, and Patti reports on Intuit's new all-in-one payment accepta...

Merchants' cost of card acceptance extend beyond interchange. Tune in as long-time industry veteran Ken Musante explains the complex web that is non-interchange pass-through fees, and how these drive up the cost of acceptance. James follows the interview with insights on how ISOs and agents can leverage their payments expertise beyond just selling, and Patti reports on some comings and goings at S...

With payment processing becoming more and more complex, there are huge benefits to hiring W2 sales professionals that you can train and manage. However, you must do it right if you want to create a return on the investment. The 1099 model is still effective at scale, especially for large, national ISOs, but I have found that local ISOs and those focused on selling technology solutions struggle to...

"With dual pricing, it all comes down to customer perception," insists Keith Sampson, CEO at the ISO Surv. Keith explains how Surv's dual pricing program is done "the right way." Also in this episode, James has tips for getting deals across the finish line, and Patti has a promising report on the ATM market.

Kevin Feagan, CRO at Everyware, talks with James and Patti about the firm's Pay by Text solution, which now incorporates BNPL, and the movement toward what he calls "conversational commerce." Plus, James offers a formula for managing follow-ups, and Patti reports on consumer preferences for omnichannel experiences.

Drew Rute describes how his company, Rate Zero, recovered from the disaster of "getting fired" by its POS system provider in this week's featured interview. Then James explains the value of offering customers integrated solutions rather than getting stuck on the notion of processor-agnostic solutions; and Patti reports on the expected impact of FedNow on debit card spend.

Industry legend Juan Ortiz shares his path to building a successful book of business. The right technology, a supportive team, and a zeal for prospecting were 3 keys, he says. Plus, James describes how to marry email lists and content marketing to enhance prospecting, and Patti reports on a new credit card surcharging law in New Jersey.