Merchant Sales Podcast

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 focus on partnerships as they move forward.

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 success and Patti Murphy talks about the innovations happening today with debit cards. We hope you enjoy this episode, thanks for listening!

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 payments from their cards to pay off their BNPL loans. Thank you for joining us!

Your ISO should offer BNPL. "At the end of the day, it's all about stickiness," says Derek Barclay, CEO at Enable Inc., which offers ISOs a white-label approach to financing consumer purchases. Plus, another installment of sales tips from Rich Norton, and Patti's reporting on how consumers are embracing tap to pay.

"Building a great, profitable agent relationship is a lot like building a great friendship," explains Chris Del Grande, Co-Founder & President of Valued Merchant Services, in this week's featured interview. Then James discusses the value of finding and teaming up with the right business partners, and Patti reports on a Supreme Court ruling that deals a blow to the Fed over its debit interchange cap.

Learn how to offer Dual Pricing, Compliant Surcharging, Invoicing (email / text), subscriptions and so much more to card not present merchant types. In this event, James is joined by CTO and co-founder Jeff Rooney of Fluid Pay to discuss how to provide the right solutions to these merchants and how to do it in a way that is fully white labelled to promote your ISO brand.

"It's a new twist on a winning model that works especially well for restaurants," explains Alejandro Swaby, Director of Sales at Cervion. Plus, Patti reports on the ongoing legal fracas involving the card brands and merchants.

Learn strategies for successfully raising capital to grow your ISO from a panel of experts in this week's featured interview. Plus Patti reports on predictions for travel spending.

It's a new twist on an old strategy: merchants earning reward points for card payments processed. "We're seeing merchants who are wiling to sign long-term contracts," because of this type program, Jeff Moskowitz, Co-Founder of Tuzo Rewards explains in this week's featured interview. And stick around for more sales tips from Rich Norton and Patti's reporting on what's up with the Fed's planned debit interchange haircut.

That's what Dee Karawadra is hoping is the case for the CRM he's building at ImpactTechLab - a CRM ISOs can use to streamline operations, he explains. Plus get sales tips from merchant sales guru Rich Norton. And stick around for Patti's reporting on state initiatives to rein in interchange.