"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.

Sales reps face risks up and down the relationship chain, explains attorney Eugene Rome. In this week's featured interview, he describes some of the legal land mines that exist and how agents can protect against them. Plus, James discusses the power of campaign marketing, and Patti reports on PayPal's latest crypto play.

Lane Gordon of 733 Park lends his wisdom to discussions around payments companies purchasing ISVs. "You have to understand what's under the hood," he explains. Then James answers the question "What could be the death of the 1099 model?" And Patti reports on Sen. Durbin's latest push for interchange legislation.

This week, Vlad Sadovskiy, CEO at Netevia, talks with James & Patti about FedNow, the new real-time payment network just launched by the Federal Reserve. "The payment system is going to start running fast, just like the stock market," Vlad predicts. Plus, James offers his take on "core values" and what they should mean to a company and its employees. And Patti reports on the fallout from Toast's latest pricing move.

More than $1 trillion in payments volume has shifted to vertical software companies over the past 5 years, says Caleb Avery, CEO at Tilled, and that figure continues to grow as software companies discover the value of payments monetization. Learn what ISOs and agents can do to take advantage of this trend. Plus James describes strategies for growing your ISO/agent business.

In today's episode, James interviews the CEO of CCStorage, a property management software company for Self Storage Properties. This is a company James owns and so the two share an insightful and transparent look at what it takes to build your own vertical specific software company with integrated payments. James follows up this interview with his thoughts on partnering with ISV's versus building your own.

First, we had software-as-a-service. Now we’re seeing a similar phenomenon with hardware.

Hardware-as-a-service is a great model that everybody in merchant services should be thinking about.

Lavu, the sponsor of this Merchant Sales Insight, has paired the HaaS model with its restaurant management solutions, to drive significant revenue opportunities for sales reps. One reason why is that HaaS is a better deal for business owners

To learn more about offering hardware-as-a-service and about Lavu’s reseller program, visit ccsalespro.com/lavu. You can read James’s latest blog post on the topic here: https://www.ccsalespro.com/blog/hardware-as-a-service-anew-pos-paradigm