Ccsalespro

Discover what Greg Myers has learned from 250+ interviews on his Leaders in Payments podcast. Plus James talks about an ISO Alliance initiative that dramatically increases good sales leads, and Patti reports on the dynamism of the payments processing industry.

Learn about Axium, a new Android-based terminal line from Ingenico, the company's strategic partnerships like the one Ingenico has with Payroc, and the company's vision for the future. "The payments industry is growing by leaps and bounds," says Tim McWeeney, head of U.S. indirect acquiring and ISO sales at Ingenico. James follows the interview with a briefing on the explosion of card-present ISV solutions, and Patti wraps up the episode with a report on the CFPB's plan to regulate non-bank payments companies, like PayPal and CashApp.

Compliant Surcharging is more popular than ever with card not present merchants, but reconciliation with Quickbooks can be a challenge. In this webinar, I am joined by Biller Genie President, Garima Shah to discuss how to make Surcharging work for these merchants and the process they went through to design and implement a seamless, processor agnostic surcharging integration with Quickbooks. There is a huge market segment of merchants who are invoicing their clients and uses Quickbooks. This market is largely untapped by the ISO / Agent community and surcharging is your best chance at generating interest. Join me to talk about this opportunity and how you can build a solid book of business while helping these merchants cut costs.

HotSauce POS is a processor-agnostic restaurant POS solution built for ISOs and agents to sell, Kai Hsu tells James & Patti in this week's featured interview. "We don't compete with the people feeding us," the HotSauce CEO said. Then James talks about how confidence and expertise add up to sales success, and Patti reports on a new pay-by-bank solution from Chase and Mastercard.

In this week's episode, James shares his thoughts on building a sales process that is relevant for 2024 and beyond. Our industry is more complex and competitive than ever, but many ISOs and ISVs are depending on outdated sales processes and trying to fit a square peg in a round hole. James will walk you through the 5 stages of a segmented sales process for payments and integrated technology and discuss how each stage should be handled to create an overall sales experience that works for the merchant.

Think in terms of influencer marketing, Mark Wagner, Founder and President of Disputifier, advises in this week's featured interview. (You can reach out to Mark for a list of influencers.) James follows the discussion by explaining how ISOs and agents should be choosing competitors, and Patti reports on a Fed proposal to slash the cap on regulated interchange.

Tune in as James & Patti discuss the evolution of the ISO channel with Alex Benjamin, Head of Global Business Development at Aevi. Aevi is a European firm that's making inroads on this side of the Atlantic as in-person payments experts. Then, James continues the theme with news of the ISO Alliance and its mission of helping small and mid-sized ISOs future-proof their businesses, and Patti reports on a class-action lawsuit alleging PayPal violates state and federal antitrust laws.

In this week's interview, Jeff Shea of Under.oi. explains how processors and others can leverage their vast storehouses of in-house data and AI algorithms to readily create up-to-date risk models. In the next segment James relates a conversation with a restaurant owner regarding Dual Pricing. (Spoiler alert: savings, alone, are huge.) Then Patti wraps things up with a report on the CFPB's concerns that over Big Tech's mobile payments dominance.

POS systems may be all the rage, but terminals are not going away any time soon, explains Lori Pagnozzi, CEO and Chief Disruptor at HipFinity, the newest name in the terminal market. "We need to take ownership of the situation," Lori says. Also in this week's episode James makes the case for why a positive mindset leads to sales success, and Patti reports on Intuit's new all-in-one payment acceptance and banking solution for small businesses.

Merchants' cost of card acceptance extend beyond interchange. Tune in as long-time industry veteran Ken Musante explains the complex web that is non-interchange pass-through fees, and how these drive up the cost of acceptance. James follows the interview with insights on how ISOs and agents can leverage their payments expertise beyond just selling, and Patti reports on some comings and goings at Square and Toast.

With payment processing becoming more and more complex, there are huge benefits to hiring W2 sales professionals that you can train and manage. However, you must do it right if you want to create a return on the investment. The 1099 model is still effective at scale, especially for large, national ISOs, but I have found that local ISOs and those focused on selling technology solutions struggle to make this model work. Join me along with Ben Griefer, COO at Maverick, to discuss how ISOs can leverage W2 sales professionals to build a profitable portfolio. If you are serious about scaling your ISO but are feeling burned out on the 1099 model or are looking for a way to take greater control over your growth objectives, this special edition of the Merchant Sales Podcast is for you.

"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.