Merchant Sales Podcast

The merchant services industry is changing fast. ISOs are becoming ISVs, software companies are moving deeper into payments, and the traditional model of selling a merchant account and a terminal is no longer enough.

In this episode, James Shepherd sits down with Tim McWeeney of Ingenico to discuss the convergence of payments, software, and technology—and what that means for the future of the industry. They explore why merchants are increasingly looking for complete business solutions, the role of vertical software, how AI is changing payment technology, and why the next generation of point-of-sale devices will do far more than simply accept payments. They also take a closer look at Ingenico's evolving technology, including cloud-based applications, SoftPOS, AI-enabled devices, and new tools for software developers.

Plus, Patti Murphy joins James for Today in Payments to discuss the opportunity around gift cards, new data on consumer reactions to card surcharges, and recent developments in New Jersey and Louisiana that could impact how businesses approach surcharging, cash discounting, and dual pricing.

What happens when one of the biggest names in payments decides to build a serious reseller channel? James Shepherd gets the answer directly from Mike Collins, who heads up Square’s reseller division.

They discuss why Square believes ISOs and agents can help it move further into the middle market, where Square sees significant opportunity. Mike also explains how the reseller experience works, from digital merchant onboarding to pricing and proposal support, co-selling, software demos, and ongoing partner support. Most importantly, he explains why Square’s technology is what he believes gives agents an edge in winning and retaining merchants.

The episode also includes Today in Payments with Patti Murphy, covering interchange legislation, ACH and P2P payment growth, small-business trends, and the increasing sophistication of fraudsters using AI and faster payment networks.

In this episode, James Shepherd sits down with Allen Kopelman, CEO and co-founder of Nationwide Payment Systems, for an in-depth look at the rapidly growing threat of identity theft and merchant fraud—and how AI is making these scams more sophisticated.

Allen explains how scammers are using stolen identities, manipulated documents, fake websites, and business profiles to open merchant accounts and execute massive bust-outs, often leaving innocent business owners on the MATCH list for fraud they never committed. James and Allen also discuss the warning signs agents should look for when evaluating internet leads, how merchants can protect their identities and online business profiles, and what agents and ISOs can do when a legitimate merchant gets caught up in identity theft.

The conversation also covers excessive chargebacks, illegal products, fraud on platforms like Stripe and Shopify, transaction velocity controls, and why agents need to be more vigilant than ever as AI gives fraudsters new tools to exploit vulnerabilities.

Merchant services has changed—and if you're still leading with rates and payment processing, you're already behind. In this episode, James sits down with Steve Trovillo, President of Cygnus Payments, to discuss why software, AI, and vertical specialization are redefining success for agents and ISOs.

They explore how top-performing sales professionals are shifting from selling commodities to solving business problems, why merchants only use a fraction of the technology they already own, and how AI is accelerating software innovation faster than ever before. They also dive into building profitable portfolios, choosing the right verticals, improving merchant retention, and what the future holds for independent sales organizations.

Plus, Patti Murphy covers the latest payments news, including X Money's launch, new fraud statistics, payment processor enforcement actions, and evolving Buy Now, Pay Later regulations.

In this episode of the Merchant Sales Podcast, James sits down with Mark Wagner, CEO of Disputifier, to discuss how new card brand initiatives like Mastercard's Scam Merchant Monitoring Program (SMMP) and Visa's VAMP are changing the way ISOs, acquirers, and merchants approach fraud prevention and chargeback management. Beyond breaking down the latest rule changes, they explore practical strategies for reducing disputes, improving the customer experience, and proactively protecting merchant portfolios before problems arise.

Plus, Patti Murphy returns with Today in Payments, covering the Federal Reserve's latest payments data, the growing conversation around pay-by-bank, legislation surrounding the phaseout of the penny, the launch of the Linux Foundation's AI payment protocol, and other important developments shaping the future of the payments industry.

In this episode of the Merchant Sales Podcast, James sits down with payments industry veteran and consultant Ken Musante to explore how the payments ecosystem is evolving. From processor cost structures and software platforms to reseller programs, integrated banking, AI, and the growing influence of companies like Square, Stripe, and Clover, they discuss the trends reshaping the industry and what they mean for ISOs, agents, and payment providers.

The conversation also covers the importance of specialization, continuous education, and choosing the right technology stack to stay competitive as software, payments, and banking become increasingly interconnected.

Plus, Patti Murphy's Today in Payments segment breaks down Stripe's reported interest in PayPal, Fiserv's debit networks, Cash App's multi-state settlement, and Square's latest AI-powered commerce initiatives.

This week’s Merchant Sales Podcast is a special throwback episode. While on vacation, James revisited one of his favorite sales training recordings from nearly a decade ago—back when he was personally walking into businesses every day and building a portfolio of more than 700 merchant accounts.

In this short but practical episode, James shares timeless field sales techniques for approaching business owners, building instant rapport, handling real-world prospecting scenarios, and making stronger first impressions. Whether you're new to merchant services or have been selling for years, these foundational strategies are just as relevant today.

In this episode of the Merchant Sales Podcast, James Shepherd is joined by James Huber, Partner at Global Legal Law Firm, for a practical discussion on the legal and strategic decisions that shape a successful payments business. From ISV partnerships and embedded payments to raising capital, protecting residuals, negotiating investor agreements, and planning for acquisitions, they share real-world advice on avoiding costly mistakes while building long-term enterprise value.

The conversation explores how to structure partnerships that survive acquisitions, why software ownership and distribution matter more than ever, how to evaluate financing options without giving away too much control, and what every growing ISO should consider before signing its next agreement.

Plus, Patti Murphy's Today in Payments segment covers new Buy Now, Pay Later regulations, Stripe's push for direct payment infrastructure access, PayPal's surprising transaction growth, and the latest developments in cannabis payments.

In this episode of the Merchant Sales Podcast, James sits down with Ron Halversen, President of Clarity Ventures, to discuss what it really takes to win enterprise and B2B payment opportunities. From ERP integrations and payment automation to faster cash flow, operational efficiencies, and lower processing costs, Ron explains how ISOs can solve meaningful business problems instead of competing solely on price.

The conversation explores why enterprise merchants buy on ROI, how integrations can unlock markets that were previously out of reach, and why understanding a merchant's workflow is often the key to closing larger, more profitable accounts.

Plus, Patti Murphy's Today in Payments segment covers Europe's digital euro initiative, Deluxe's acquisition of Solero Commerce, Zelle's international expansion, and new surcharge legislation affecting the payments industry.

In this episode of the Merchant Sales Podcast, James sits down with Bob Lovinger, Founder and CEO of FlexxBuy and CEO of Coach Financing, to discuss why consumer financing remains one of the biggest untapped opportunities for agents, ISOs, and software providers. From coaching programs and professional services to home improvement and medical practices, Bob explains how financing can help merchants close more sales, increase average ticket sizes, and create a better customer experience.

The conversation explores the evolution of buy now, pay later, the growing demand for financing in today's economy, how financing fits into the sales process, and why many merchants are missing revenue simply because they aren't offering enough payment flexibility. Plus, Patti Murphy's Today in Payments segment covers the proposed $38 billion Visa and Mastercard settlement, interchange transparency, AI-powered payments, remittance taxes, and emerging automation trends shaping the industry.