Merchant Sales Podcast

"In a lot of cases we're simpler and more efficient," says Ryan Rose of gift card company Factor4 in this week's featured interview. Plus, James continues his multi-part interview on selling merchant services with uber salesman Rich Norton, and Patti has an update on the a merchant lawsuit challenging interchange.

Recasting Merchant Services with Embedded Payments by Merchant Sales Podcast

Get the inside scoop on Fluid Pay's cloud-based gateway. "We are API first," said Nick Cucci, Co-Founder and COO. Also, Fluid Pay will always remain behind the scenes, he adds, as the company has no interest in poaching clients. Then stick around for a conversation between James and Rich Norton concerning opportunities for newbies in merchant services. "This can a big as you want it to be," says Rich. And don't miss Patti's reporting on the government's war on junk fees and the potential implications that could have for differential pricing.

"Timing is everything," says Blake Wilson of Phase 3 during this insightful discussion with James about when and how he decided to strike out with a partner and build an ISO business from scratch. Then James continues his series on overcoming common objections by offering vertical-specific software paired with dual pricing. And Patti reports on the demise of Google Pay.

Generate extra revenue in the process. Merchants have until May 31 to apply for their share of a $5.5 billion class-action settlement with Visa and Mastercard. Collectively can help agents help merchants claim their share of that settlement, while also generating agent revenues. Louis Teplis, CEO at Collectively, provides the details. Then stick around for James's thoughts on working smart vs. working hard, and Patti's reporting on the latest consumer spending data. Visit ccsalespro.com/settlement to learn more.

Tune in this week to get a lawyer's take on protecting your merchant portfolio from (upstream and downstream) poachers, and upstream partners who hold back residuals. "Think of who you're doing business with," says Eugene Rome of Rome LLP. Then stick around for James's advice on overcoming objections around dual pricing through vertical-specific solutions, and Patti's reporting on Visa's cybersecurity investments.

"As ISOs we need to stop being generalists and start being specialists," Elaina Smith of Secure Bancard explains in this in insightful discussion with James on what the future holds for ISOs. Then James talks about how vertical-specific solutions can 86 cost objections, and Patti has an update on the BNPL market.

"Selling payment processing requires always being on the lookout for better and more streamlined solutions," explains Russ Hayes, Pinnacle Business Products, in this week's featured interview. James continues on the theme of B2B, which he describes as "primed" for the 1099 distribution model, and Patti reports on the escalating cost of financial crime compliance.

Particularly 1099s. "Selling POS is more important today than it ever was," says Dustin Magaziner, Founder & CEO at PayBright. Learn what PayBright is doing to help 1099 agents adjust to this new reality. James follows that with insights for managing and running a 1099 team, and Patti has a report on Sen. Durbin's latest doings in Washington. Learn more about Paybright here: https://www.gopaybright.com/join-our-team

Fresh off the sale of the ISO Beyond, industry veteran Michael Peters explains what goes into building and executing an exit strategy for a payment processing ISO. "You need to have full command of the sales model and what drives revenues," he advises. Then James talks about the power of telemarketing in today's marketplace, and Patti reports on the acquisition of Discover by Capital One and what it means for competition.

Crypto is on fire, and crypto payments are no longer a one-off. "We're seeing a lot of activity in niche markets, especially for high-ticket items," Eric Brown, CEO at Blockwyre, explains in this week's featured interview. Blockwyre has developed a suite of blockchain tech, from digital wallets and payments to digital asset custody and partners with ISOs and agents. Then stick around for James's advice for creating demand to support your prospecting efforts, and Patti's reporting on new surcharging regulations for merchants in New York.

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 platform X's plan for taking on PayPal.

"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 against Visa by ISOs challenging the card company's surcharging and cash discounting rules.

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 regulate fintech firms that offer payment services.

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 routing legislation.

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 latest legal woes.

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, sell and service high risk merchants. As our industry continues to shift towards card not present, there has never been a better time to understand how high risk processing works and explore the best ways to build a profitable book of these merchant accounts.