Merchant Sales Podcast

Selling payments is changing—and software is leading the way. In this week’s episode, James Shepherd sits down with Rob Kyle from the Full Stack Payments team to break down the real-world sales process of bundling payments and vertical-specific software. From handling demos to coordinating handoffs with ISVs, James and Rob share insights on how to close deals in today’s integrated environment. If you’re ready to evolve your sales strategy and generate residuals through Full Stack’s lead program, this episode is for you.

👉 Don’t forget to download the Full Stack Payments app to start sending leads and earning residuals today.

After the interview, stick around for Today in Payments, where James and Patti Murphy cover four top stories shaping the future of the industry.

What does it really take to grow from an individual agent into a full-blown ISO? This week, James Shepherd sits down with industry veteran Gus Torres to hear his journey—from working the streets to running his own ISO. Gus shares practical insights, mindset tips, and how his partnership with Netevia helped scale his operation. Then, stick around for the Today in Payments segment, where James and Patti Murphy break down the latest updates on the Credit Card Competition Act, BNPL regulations in the UK, and more industry headlines.

This week’s episode features a replay of a live event with Brian Fitzgerald, EVP of ISV and Enterprise Partnerships at Full Stack Payments. James Shepherd interviews Brian about what it really takes to close large merchant accounts and build successful ISV partnerships. Learn how Full Stack supports agents with implementation, integrations, and lifetime vested residuals. Then, stick around for the Today in Payments segment where James and Patti Murphy cover the latest headlines shaping the payments industry.

What if merchants could earn reward points just for processing payments? This week, James Shepherd welcomes back Jeff Moskowitz to explore a creative twist on merchant services—credit card processing rewards. From luxury travel to high-end merchandise, learn how this unique program is gaining traction and helping agents stand out in a crowded market. Then, James and Patti Murphy dive into a packed Today in Payments segment, covering everything from crypto developments to Visa and Mastercard’s push to enable AI agents like ChatGPT to make payments.

Complex payment flows are one of the biggest challenges in B2B sales—but they also offer some of the best opportunities. In this episode, James Shepherd shares a replay of his live interview with Denis Lunev, CEO of DepositFix, to break down how CRM and payments integrations can help you land merchants with ERP systems, HubSpot, QuickBooks, and more. Learn how tools like DepositFix simplify these workflows and how you can win merchant accounts through Full Stack Payments’ mobile app. After the interview, stick around for the Today in Payments segment, where James and Patti Murphy cover the week’s top headlines and trends.

ACH doesn’t always get the spotlight, but it plays a vital role in the payments ecosystem. This week, James Shepherd sits down with Tommy Chipman of Payliance to unpack the power and potential of ACH—why it still matters, where it's headed, and how it fits into the broader payments landscape. From crypto to PayFacs, Tommy shares a wide range of insights from his diverse industry background. Plus, don’t miss sales tips from Rich Norton and the latest Today in Payments segment, where James and Patti Murphy break down key industry headlines.

Nonprofits may not be the flashiest vertical—but they represent a massive, often overlooked opportunity in payments. In this week’s episode, James Shepherd shares a replay of his live interview with the CEO of GiveHub to explore how modern payment solutions are transforming the nonprofit space. Plus, hear how Full Stack Payments is stepping in with a mobile-first integration to make giving easier. Then, Rich Norton delivers another round of real-world sales tips, and Patti Murphy joins James for a packed Today in Payments segment covering everything from major acquisitions to mobile wallets and regulated debit.

We often hear that software is eating payments—but what if it’s the other way around? This week, James Shepherd sits down with Dustin Magaziner of PayBright to explore how payments companies and ISOs are uniquely positioned to form strategic partnerships with software providers. They dive into a recent deal and share predictions for where the industry is headed. Then, Rich Norton delivers another round of practical sales tips from the field. Finally, James and Patti Murphy bring you the latest Today in Payments segment, covering four major news stories that are shaping the future of the industry.

👉 Don’t miss Today in Payment’s latest blog post: https://todayinpayments.com/blog/big-tech-dodges-cfpb-supervision-for-now

Surcharging remains a hot topic in payments, but what does a compliant program actually look like in the field? This week, James Shepherd speaks with frontline expert, Alexander Alvarez, who’s actively setting up compliant surcharge programs for merchants. Get a behind-the-scenes look at what’s working, what’s not, and how agents can navigate the compliance landscape. Then, enjoy some timely sales tips from industry veteran Richard Norton. Finally, James joins Patti Murphy on her Today in Payments podcast to discuss the latest swipe fee battles and what they mean for the future of the industry. Check out the full blog post at todayinpayments.com/blog/swipe-fee-showdown.

In this week's episode, James interviews Josh Elkes, CEO at Harbour, an innovative eSign and ClickWrap provider that is already an approved vendor with Esquire bank, providing ISOs with streamlined contract management and approval. Stick around for sales tips from Rich Norton.