All Episodes
Merchant Sales Podcast — 520 episodes
Winning More Business in the POS Industry
Why Merchant Sales Needs a New Business Model
Why ISOs and Agents Need to Pay Attention to Stablecoins
The Old ISO Model Is Dying. What Comes Next?
Inside Square’s Reseller Strategy
AI vs. The Payments Industry
The New Merchant Sales Playbook
The New Rules of Chargeback Prevention
The Future of the Payments Ecosystem
Classic Sales Tactics That Still Work
Building Smarter Partnerships in Payments
The New Playbook for B2B Payments
The Missing Piece in High-Ticket Payments
How AI Is Transforming Merchant Portfolios
Building Business Value in the AI Era
How Tap on Phone Is Changing Merchant Payments
The PayFac Opportunity
How Payment Processing Works
How to Reduce Fraud Without Losing Sales
How ISOs Stay Competitive in Today’s Market
Selling Bigger Merchants: What Actually Works
The B2B Payments Opportunity
From SMB to Enterprise Sales
The Future of ACH and Instant Payments
The Processor-Agnostic POS Opportunity
New Payment Trends Reshaping the Industry
The High-Risk Payments Opportunity
The ISO-to-ISV Transition
The Future of Interchange Optimization
Real-Time Payments (RTP): The Future of Instant Money Movement
What Payments Leaders Are Really Preparing for in 2026
Partnerships, Tech, and the Future of the ISO
The Hard Truth About Scaling in Payments
Payroll: The Overlooked Residual Revenue Stream
ISO to SaaS: The Strategic Shift
Scaling the 1099 Agent Channel for 2026
Strategic Partnerships That Drive ISO Growth in 2026
Rethinking the Agent Model for 2026
Choosing the Right Vertical for 2026
How ISOs Can Stay Ahead of Industry Change
Avoiding the Most Common Agent Mistakes
What is Payment Processing?
High Risk Processing with Full Stack Payments / TCG | Live Event Recap
Vertical vs General Solution Strategy
Financing Point of Sale Hardware (with Leasing)
Selling Field Service Merchants | Live Event Recap
Behind the Scenes: Building Strategic Vertical Partnerships
Unlock Enterprise Restaurant Deals with Micros | Live Event Recap
Stackably - The Future of Merchant Sales | Live Event Recap
Stablecoin Payments, B2B Shifts & POS Sales Strategies
Processor-Agnostic Software vs. Processor-Owned Platforms
Bridging ISOs and ISVs in Integrated Payments
White Label Consumer Financing for ISOs & Agents
Scaling an ISO to 600+ MIDs Per Month
How to Get Merchants Their Money Faster
6 Reasons ISOs and ISVs Don't Work Well Together
Maximizing Your Time at Industry Events
The Bitcoin Conversation: What’s Next for Crypto in Payments?
Boarding High-Risk Merchants & Navigating Industry Shifts
Inside an ISV’s Payments Journey
Understanding Visa VAMP and the Future of Chargebacks
The Future of Integrated Payments & Industry Disruption
Financial Strategy for Growth in Payments
Empower Your Agents with Vertical Specific Solutions | Live Event Recap
Avoiding Agent Pitfalls and Building a Real Business
From Demo to Deal: Bundling Software & Payments
How to Grow from Agent to ISO
Closing Big Merchants & Software Deals
Turning Processing Volume into Merchant Rewards
Earn Residuals from Automated Invoicing | Live Event Recap
Why ACH Still Matters in Modern Payments
Unlock Recurring Revenue w/Nonprofit Fundraising & Payments | Live Event Recap
Is Payments Eating Software?
What Compliant Surcharging Really Looks Like
Click to Agree Merchant Apps
Cracking the Auto Dealer Code in Payments
Winning the Spa Industry: Payments & Software for Spa/Wellness Businesses | Live Event Recap
AI and the Future of Payments
Breaking into the Gym Industry with Payments & Software | Live Event Replay
ISVs and Payments – Risk or Opportunity?
Simplifying Payments – Trends and Future Outlook
Building Residuals with Medical Payments & Software | Live Event Recap
Unpacking Interchange: Hidden Costs and Pricing Strategies
Selling Gun Shop POS / Payments | Live Event Recap
Leadership Lessons from the Frontlines of Merchant Sales
Winning ISV and eCommerce Deals in Payments
Innovating Acquiring: Insights and Industry Trends
Building Referral Networks to Drive Merchant Sales
Mastering Merchant Sales: Lessons from the Field
The Future of Integrated Payments | Live Event Recap
The Payment Princess and Interchange Regulation
Getting CBD Merchants Approved and Processing on Clover
Selling Pharmacies on Payments and POS (Live Event Recap)
The Ins and Outs of Owning a BIN
Value of Branding & Go-To-Market Strategies
Fast Tracking a B2B Merchant Portfolio
How Software Companies are Learning to Sell Payments
How ISOs Can Grow Their MID Counts
What Makes for a Successful Entrepreneur?
The Future of Terminal Placement
Replay - How to Compete with Toast
Leveraging AI to Land More Sales and Streamline Customer Service
Selling Merchants on Digital Marketing
Unlock 3 Key Revenue Drivers with Gift Cards (webinar recap)
Building a Payments Company for a Successful Exit
Offering the Right Payment Options
The ISO Model - Past, Present and Future
The Payments Strategy Puzzle
Does Your ISO Offer BNPL?
Turning Green Agents to Gold
Simple Solutions for CNP Merchants
Discover the Value of POS as a Service
Raising Capital for Growth
Reward Merchants for their Card Processing Business
Build It and They Will Come
$30 Billion Legal Settlement Between Visa-Mastercard and Merchants
Where Have All the Closers Gone?
The Merchant Lifecycle - Future-Proofing Your Portfolio
Selling High Volume Venues
ISVs: The View From the Front Lines
Selling Point of Sale in 2024
The Case for Building your Brand with a POS Solution
Overcoming Barriers to Selling Merchant Gift Card Programs
Recasting Merchant Services with Embedded Payments
The Gateway Experience in Payment Processing
Launching an ISO from Scratch
Helping Merchants Cash in on $5.5B Visa/MC Settlement
Protecting your Portfolio Against Poachers & Other Unprincipled Partners
Future Scan: The Payment Processing ISO Channel
Selling Payment Processing for B2B
Why Every Agent Should be Selling POS
How to Build an Iso Exit Strategy?
Mainstreaming Crypto Payments
Banking on the Future in Payments Processing
Future of Payment Processing for ISOs and ISVs
Processing Payments for Pot Shops
Future-Proofing Your Marketing & Sales Strategies
Activating Agents to Sell Integrated Payments
Latching Onto Bets in Payment Processing
The Case for Selling Check Processing Services
The Future of Food Delivery & Payment Processing
Building a High Risk Portfolio
Future 1099 Agent Programs in Payment Processing
Becoming a Leader in Payments Processing
Partnerships in Payment Processing
Selling Compliant Surcharging to QuickBooks Merchants
Processor-Agnostic POS Solutions for Restaurants
The Segmented Sales Process (Merchant Sales in 2024 and Beyond)
Get the Bead on Selling Ecommerce Merchants
Future-proofing your ISO
Underwriting in Era of AI
Don't Stop Selling Terminals
Merchant Fees Beyond Interchange
Scaling Your ISO With W2 Agents
Can Dual Pricing Be Done Right By Visa?
Is Conversational Commerce The Next Frontier For Payments?
What's Your Disaster Recovery Plan?
Three Keys to A Successful Career in Merchant Sales
What's Your Risk Profile?
So you want to buy an ISV?
FedNow is Live: Now What?
The ISV Rush to Payments Monetization
Building Your Own ISV (Vertical Software Company)
A New Spin on Selling Restaurants
4 Keys to streamlining POS installations for QSRs
How to Sell QuickBooks Merchants
Opportunities in the Payments Industry
Macro Trends in Payment Processing
Benefiting from the Marriage of Tech and Payments
Is it Time to Review Your ISO/Agent Agreements?
4 Essential Considerations When Negotiating Compensation
Mistakes That Can Stunt Your Company's Growth
The Case for Compliant Surcharging
'Friendly Fraud' Target of New Visa Rules
Three Pillars of a Successful Merchant Services Marketing Plan
Reduce Merchant Attrition with These 2 Programs
Banking Your ISO
Habits of Highly Successful ISOs & Agents
The Truth About Profit True-Ups
Get the Lowdown on Dual Pricing and Visa's Surcharge Cap
3 Keys to Cold Calling
Servicing Merchants in an Integrated Payments World
Getting Prospects to Break Existing Contracts
Your Payment Processing Primer
3 Proven Methods to Obtain Merchant Statements for Analysis
3 Keys to Compliant Dual Pricing and Surcharging (And Visa's Shift)
Building a 1099 Merchant Sales Team
Don't Let Chargebacks & Fraud Foil Your Sales Strategies
How Payments Processing Really Works (Part 2)
What the SVB failure portends for merchant services
Getting Down to Basics - Payments Processing (Part 1)
Selling Bars and Clubs on Point of Sale and Payment Processing
3 Good Reasons for Selling ATM Services
Selling SMBs on Clover
The Power of Expertise & 3 Tips for Building Yours
Boost Margins & Retention Through Horizontal Integration
3 Tips to Sell ISVs (Independent Software Vendor) on Payments Integration
Sending Messages to Terminals and Pitching Dual Pricing
How to Analyze a Processing Statement (3 Questions to Ask)
Omni-Channel Dual Pricing
How to STEAL a Restaurant Client from Toast
Building a Portfolio Without Losing Control
3 Things Every Small ISO Needs in 2023
Leveraging Acquisition and Outside Capital for Growth
Should ISOs Offer Banking?
Selling Card Not Present Merchants on Dual Pricing and Surcharging
Revolutionizing the ISO Model with Business Banking Services
3 Opportunity Costs in Payments
Top 5 Payments Trends for 2023
5 Payments Trends for 2023
Bringing ISVs and ISOs Together with Agent Distribution
Remote Control Terminals
Selling EBT Acceptance to Grocers & C-Stores
Dual Pricing is Growing (New Agent Poll)
Offer Mainstream Lending to Merchants
Understanding Merchant Statements and Fees
Building a Modern Payments Company
Selling Vertical Software Companies on Payments Integration
Standard and Cashless ATMs
Recruiting Agents (With Training)
Identifying At-Risk Merchants Before They Cancel
Selling Large Volume Merchants (With Competitive Pricing)
Overcoming Barriers to Growth in Payments
Cashing in on ATMs
Selling specialty food service merchants
The Race to the Top with Large Companies
How the Payments Industry Works (Deep Dive)
Selling Point of Sale to Restaurants
The Future of Crypto Acceptance (Mainstream?)
Omni-Channel Retail - In-Store Pickup
The Credit Card Competition Act of 2022
Changing the Nature of the "ISO"
How Regulation Has & Could Upend the Card Industry
Explain the Employee Retention Tax Credit to Business Owners
Networking for Success
Choosing a High Risk Processor - Understanding the Complexity of High Risk
Offering Card-Present Solutions to ISVs
The Easy Way to Sell Merchants on Value
Growing your portfolio through strategic partnerships
Competing with PayFac Onboarding
Making More and Better Sales by Providing Options
Sell Local SMBs on Simple Payment Solutions
The Future of Feet on the Street (For Merchant Services)
Sell Software Companies (Not Software)
How to become a "next-gen" ISO
Selling Omni-Channel Retail Solutions (In-Store / eCommerce)
How to Dominate B2B Payments (Replay)
Multiply Portfolio Value with Software (In 3 Steps)
Why Legacy ISOs will be Replaced by the ISV+ISO Model
No Merchant Left Behind (Future of Free Equipment)
Real-Time Payments Are Getting Real
Stop Losing Deals
Selling Solutions to "Quick Serve Retail"
Mastering the QSR Vertical
Building a Payment Processing Business and Promoting Your Brand
Overcoming the Challenges of Deployment & Support
How to Sell Dual Pricing
Building a Portfolio Selling Non-Traditional Accounts
Interchange Optimization Made Easy
Building a Profitable High Risk Portfolio
How to Compete with Toast (And Win!)
"3 Major Threats to Merchant Sales"
Bringing ISOs and ISVs Together - Selling Integrated Payments
Your Ticket to More Restaurant Sales
Positioning New Agents for Success
Selling Merchants through the Summer
Promoting your ISO Brand and Scaling your Sales Team
An Attorney's take on Visa Rules Compliance
Beating the Odds on Chargebacks
Empowering Merchants to Beat the Odds on Chargebacks
The Best Merchant Portfolio to Build (Not Cash Discounting or Dual Pricing)
Why Merchants Say YES - Selling Value to SMBs
Dual Pricing, Cash Discounting, Surcharging and the Path Forward
What Bankcard Reps Want/Need
Cashing in on BNPL
Putting the Cash in Cash Discounting
Providing Merchants and Customers a "Cash" Option with ATMs
How to Profit from Micro Merchants and Compete with Square
Why Large Merchants are Embracing Cash Discounting
3 Keys for Value Selling in the Payment Space
Building High Performance Merchant Sales Teams
Sell Monster Merchants on Cash Discounting
Pay at the Table with “Smart” QR Codes
3 Ways Top Reps Avoid Attrition
Overcoming Merchant Attrition
Cash Discounting for Fuel Stations
Selling Cash Discounting to Fuel Stations
5 Reasons Not to Analyze Processing Statements - And Why You Should Anyway
Riding the Crypto Wave with POS Solutions
Stand Alone Terminals are Killing Your Residuals!
Big Data's Role In Fighting Attrition
How to Profit From Micro-Merchants
Why Experienced Agents DON'T Sell Cash Discounting
The Future Of Integrating Payments And Marketing
MSI - Dominate B2B Payments In 2022
The Truth about Crypto Acceptance
Keys to Portfolio Value and ISO Scale
Learn about instant onboarding of merchants
Dominating B2B payments in 2022
The BIGGEST cash discounting opportunity in 2022!
Selling compliant surcharging to CNP merchants
Banking on future trends
Quash Merchant Churn; Boost Residuals
Become a PayFac for ISVs
Selling high-risk merchant accounts
Integrating payment processing & cash discounting with QuickBooks
Scaling Your ISO With W2 Employees
Building a Career in Payments
Creating a Next-Gen ISO
Create Quality Merchant Leads
Increase Margins by Offering Automated Email Marketing
Secret to Restaurant Integrations
Helping Restaurants Contain Rising Interchange Costs
Helping Restaurants on Path to Recovery
Learn to Hit Grand Slams Selling B2B
Text to Pay is Here to Stay
Keys to Launching a Successful ISO
Selling Gateway Solutions to CNP Merchants
Independent C-stores are a Huge Untapped Opportunity
Q & A - Are Written Proposals Risking Your Sales?
Competing with Toast for Restaurant Business
Agents, what's best for you: 1099 or W2?
Choosing The Right Pricing Structure: Tiered Pricing VS. Interchange Plus
1099 or W2: Choosing the best sales team structure.
Reimagining Customer Loyalty
Evolve Your Sales Approach, or Perish
Advice for Selling Big Merchant Accounts
Generating Merchant Leads with Online Marketing
Making The Canada-to-U.S Transition
Customer Says, "I Will Shut Down Your Merchant For Cash Discounting!"
Create New Residual Streams with Payroll Processing
How to Train Merchant Employees for Cash Discounting
Salespeople Need To Be Storytellers
Don't Let Chargebacks Eat Your Lunch
How to Overcome Objections to Cash Discounting?
Integrating cash discounting is easier than you think...
Selling Cash Discounting to Monster Merchants
Cold Calling Merchants in Saturated Markets
Find the Best POS Providers for Your Merchants
How Do I Become My Own ISO?
Building a Software & Services Sales Machine
Building an Attrition-Proof Book with ISV's and VAR's
Native Payment Processing for Salesforce & Netsuite
How Can I justify Switching from Shopify
Believe and You WILL Achieve
Getting Merchants off the NAUGHTY List
Q & A - How to Flip Stripe Merchants to Your Gateway
Seizing a 700 Basis Point Opportunity
Q & A - How can I ease the fears of my client?
Get the Inside Scoop on Level 2 & 3 Interchange Optimization
Q & A - Can a business pick and choose who pays a surcharge?
NMI Acquires USA ePay to Optimize Sales Opportunities.
Making Gift Cards a Sticky Proposition
Q & A – Should I Pitch Surcharging or Cash Discounting?
Surcharging Roadblocks? Not in Kansas Anymore
Selling Cash Discounting to CNP Merchants
Grow Your Book with an EMV Retrofit Solution for Fuel Pumps
Take a Deep Dive into Pricing Strategies
Benefits of Selling a POS Ecosystem That’s Processor Agnostic
Chat Bots: Revolutionary Approach to Restaurant Ordering & Payments
Discover a Practical Approach to Bank Referrals
What SMBs Need from Payment Services Providers
Learn How to Forge ISV Relationships & Sell to Attorneys
Q&A Sessions on the Merchant Sales Podcast
Building an ISO/MLS Powerhouse
Reboot PCI Compliance & Drive Up Revenues
Cashing in on eCommerce Opportunities
Tapping into $20 Trillion Opportunity: B2B Payments
Selling Cash Discounting To A 200 Location Franchise
Help Merchants Stay Online at All Times
Learn How to Increase Profits AND Maintain Control of Your ISO
Keys to Building a Successful Sales Team
Sell More, While Driving Less
Learn What it Takes to Ride the Cash Discounting Wave
Close 3 + times (without making them angry)
How Top Merchant Services Reps are Making Money in 2020 (2 Proven Paths to Success!)
Imply agreement to get a yes (advanced sales technics)
Building a Telemarketing Team that Generates Solid Leads
Buffer Statements (advanced sales technics)
Selling High Risk Merchant Accounts
Selling Merchants through Bank Referral Relationships
My Favorite Opening Pitch
The Future of Integrated Restaurant POS
Selling Enterprise Merchant Accounts (An Expert with 10 Years Experience)
3 Reasons Not To Sell Merchant Services
Working with Your Local Chamber of Commerce to Sell More Merchant Accounts
The Key to Scheduling Appointments Over the Phone (The Pivot)
Is Processor Agnostic Cash Discounting the Future?
Why Merchants Get FIRED UP About Cash Discounting
Succeeding with a W2 Agent Team
When the Merchant Says "Yes"... but won't Sign the Paperwork
Should I Sell a Large Merchant at 4 Basis Points and 4 Cents?
Always Say 3 Things When You Walk Into A Business
Selling Merchants on Price or Value? (What works in 2020?)
The Door To Door Mindset (During COVID - 19)
How to Save Your Merchants Percentages NOT Basis Points
How To Use -50,000 To Get More Merchant Accounts
How to Compete with Square (Technology & Cash Discounting)
Building Partnerships that Drive Growth; Cash Discounting to Larger Merchants
How To Get In Contact With The Decision Maker Of A Large Company
Sell More, Profit More, With Free Terminal Placements #100
Why Processing Debit Can Be Confusing
Building Business Around Technology Sales #99
How To Choose The Right Point Of Sale System For Your Merchants
Challenges & Opportunities of Building an ISO
Why Merchants Hate Most Sales People
Activating Green Agents with Cash Discounting
Establishing Your First ISV Integration
Building a Successful Phone Sales Team
How To Sell Subscriptions To Large Merchant Accounts
Re-imagining the Merchant Value Prop
Why Big Merchants Don't Like Cash Discounting
Cash Discounting Compliance for the Future
Helping Retail Re-Open - Selling Payment Processing
How to Overcome Any Objection
Think Strategically to Chart New Successes
Cash Discounting & Surcharging - Ready for Take Off
Capitalize on Change to Drive Growth
Tap & Go - The Biggest Opportunity Since EMV
Help Merchants Grow Sales with Customer Financing
Helping Merchants Weather the COVID-19 Storm
Seizing Opportunities for Selling to Fuel Stations
Tackling Chargebacks in Time of COVID-19
How the Coronavirus Pandemic Will Impact Portfolio Value and Residual
How to Set Up Restaurants with Online Ordering
Turn Payments Data into Online Reviews with Text Marketing
Customer Complaints In Cash Discounting and Surcharging
Learn about selling check guarantee to big-ticket merchants
How to Sell More Merchant Accounts
Scaling Up Your Small ISO
Framework For Sales Team Motivation
What Is Reverse Surcharging
Leveraging Transaction Data for Social Media Marketing
How to Survive & Thrive in Merchant Services
Quality or Quantity? Generating the Right Leads for the Sales Team
Feet on the Street or Callers in the Seat
How to Get Capital for Growth from your ISO or Processor
Selling POS Systems Optimized for Cash Discounting, Surcharging
How can you sell monster merchant accounts without flipping their processing?
The Conversation Around Surcharging Has Shifted
Service Fees are Going Away on the Receipt for Cash Discounting
Focusing on Card Not Present in 2020
Where Have All The Sales People Gone?
Discover One Agent's Secrets of Success
Do Your Merchants Have "Terminal Illness"?
How to Stay Competitive in the Changing Payments Landscape
Learn Keys to Growing Your Business in 2020
Motivating Your Sales Team
How To Double Your Prospecting Success In 30 Days
Learn to Boost Merchant Retention with Smart Terminals
Motivating Agents to Be Top Performers
Cultivating a Corporate Culture that Drives Results
Shocking Trends About Cash Discounting
Building Your Personal Brand, and More
The Key To Selling Exciting New Technology To Small Business Owners
The Democratization of Consumer Financing
3 Ways to Leverage Telemarketers to Sell More Merchant Accounts
Helping Merchants Save Money With Interchange Optimization
Who Pays Sales Tax with Cash Discounting?
Learn How to Compete Toe-to-Toe with the Big Guys
2 Ways to Sell More Merchant Accounts (Without Cold Calling) – Part 2
Traps to Avoid When Scaling Up Your Business
2 Ways to Sell More Merchant Accounts (Without Cold Calling) – Part 1
Winning Strategies for Competing with Square
What the Square Price Increase Means for ISOs and Agents
Building & Communicating Your Brand
How to Compete with Square Part 2
Building blocks of a successful ISV
How to Compete with Square - Part 1
Maximizing Your Portfolio Value by Offering Merchant Financing
How to Sell Your Merchant Residual Portfolio
Achieving Success by Playing to Your Strengths
Dominate Your Market - How To Sell Merchant Services - Step 6
Cash Discounting Compliance - The Other Side Of The Argument
Building High Performing Sales Teams
Identify Your Niche - How to Sell Merchant Services - Step #5
How Kiosks are Changing the POS Landscape
Eliminate Maybe - How to Sell Merchant Services - Step #4
How to Leverage Payments Data for Facebook Ads
Build Your Pipeline - How to Sell Merchant Services - Step #3
How to Sell POS / ISV Solutions to Small Business Owners
Prospect Daily - How to Sell Merchant Services - Step 2
Automate relationship management to sell more
Profiting from mutually beneficial relationships
Sound Like An Expert - How To Sell Merchant Services - Step 1
Why ISOs and ISVs MUST Work Together
What Cryptocurrency And Cash Discounting Have In Common
Selling Value and Training Agents
Drive more sales with a focus on security
Financing Hardware - Investing In Your Clients
Is Merchant Sales Getting Harder- - How To Sell Credit Card Processing
Should I Register My Brand?
Should a Business Try Cash Discounting or Surcharging?
Doing right by clients & prospects #48
What Is Interchange Plus Or Cost Plus Pricing-
Filling in the Dots and Closing Deals
Statement Analysis Made Simple - Episode 46
How To Read A Merchant Statement - Tier Pricing
How To Read A Credit Card Processing Statement - Effective Rate
Merchant Services is a Contact Sport - Episode 45
The Merchant Sales Process Step By Step
A Blueprint for Success
The Most Important Habit For Merchant Sales Professionals
The Devil Is In The Details
Revenge of the Small Business
Surcharge - Service Fees On Debit-
How To Sell Merchant Services Over The Phone - 5 Keys
Pulling Back the Curtain on Surcharging, Cash Discounting
Getting Merchants to WOW!
Flat Rate Or Tiered Pricing- - Selling Merchant Services
Keeping It Super Simple
Does Cold Calling Still Work- - Selling Merchant Services
Opportunities Abound for Selling Cash Discounting
3 Problems With Surcharging
There are Many Paths to Value Selling
Leads, Referrals, And Cold Calling - How To Sell Merchant Services
Selling on Value
Is Cash Discounting Dead-
Should I Still Sell Cash Discounting? & An Update on Crypto-Currency
Building a Profitable Book by Helping Small Businesses Stay in Business