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Merchant Sales Podcasts:

Podcast #16 - Growing and retaining good merchants, update on mobile payments, and more.

This episode features an interview with Cory Capoccia, President of Womply, on how his company partners with ISOs and MLSs on data-driven merchant retention strategies. Patti's Insider's Report provides the latest on mobile payments, like mobile wallets. Plus, James tackles a Question from the Field on holding 1099 agents accountable.

Listen on iTunes | Listen on Stitcher


Podcast #15 - Cryptocurrency Acceptance and Building a Solid Sales Team

This week's episode features an interview with John Beebe, an industry veteran who has built and sold several large merchant portfolios and now works with merchants on cryptocurrency acceptance. Plus, James and Patti field questions on building a solid sales team.

Listen on iTunes | Listen on Stitcher


Podcast #14 - Interview with CardX on the Visa Bulletin, surcharges and more...

In this episode, James and Patti discuss the Visa Bulletin on cash discounting and what it means for ISOs and MLSs. Plus, they speak with Jonathan Razi of CardX about selling compliant surcharging programs, and take a question from the field on POS integrations.

Listen on iTunes | Listen on Stitcher


Podcast #13 - What Does the Visa Settlement Mean for Merchant Sales?

Latest update on the Visa / Mastercard merchant settlement and what it might mean for your business going forward. The Insiders' report hones in on Cash Discounting - where it's at and where it's going.

Listen on iTunes | Listen on Stitcher


Podcast #12 - ATMs and Cash - The Past or the Future?

In this episode Patti and James discuss cash as a form of payment and the ATM Business Model. George Sarantopoulos, CEO of Access One Solutions and Chair of the National ATM Council Inc., shares his insights. His ATM business is booming; he challenges us to rethink cash. With Cash Discounting on the rise and ATM usage as prevalent as ever, the "cashless society" may turn out to be a pipe dream. After speaking with George and listening to Patti's insiders' report, that doesn't sound like a bad thing.

Listen on iTunes | Listen on Stitcher


Podcast #11 - How to Sell Your Portfolio or Build a Profitable Book

In this episode Patti and James talk about getting acquired. Even if you have no plans of selling your merchant accounts, you will learn from Ketih and George, co-founders of Transmerit, how to build a profitable book of business.

The Insiders' Report with Patti Murphy covers a new topic today, B2B transactions. Understanding Tier 2 and 3 interchange categories, as well as marketing strategies for B2B transactions, will unlock a multi-billion dollar marketplace for you.




Podcast #10 - Allow Your Merchants to Accept Walmart Gift Cards and Many More

In this exciting episode James and Patti interview David Allen, CEO of Braandz, a company that allows merchants to accept all major brand gift cards including Walmart, Amazon, Home Depot and hundreds more.

They follow up this interview with the insiders report. Patti talks about the current state of gift cards in the US market and shares statistics about gift card usage that will surprise you.

Make sure to stick around for questions from the field. We hope you enjoy our 10th episode!




Podcast #9 - 51 Years in Payments and Counting - Interview with Donna Embry

What can you learn by spending 51 years on the payments industry? On today's episode, Patti and James learn from Donna Embry and her years of experience.

After this interview, they talk about data breaches and security in the payments industry. Every sales rep and ISO must become an expert on these topics in the evolving payments space today.




Podcast #8 - Changing Consumer Payment Preference

In this episode, Patti and James start off with an interview from a lead generation expert that runs call centers for several large ISOs. You will learn how they generate leads for agents and ISOs across the industry.

Patti Murphy then talks about metrics and how consumers are changing their payment preferences in the insiders report.

We finish up the episode with questions from the field including one about high risk merchant accounts.




Podcast #7 - Interview with a Top Merchant Sales Rep

Patti and James start off this episode by interviewing Donnie Troy, a top merchant services rep who shares his experience and tips. Then they move on to a special edition of the insiders report where Patti Murphy and James Shepherd debate cash discounting and discuss the various challenges facing this new pricing structure.




Podcast #6 - Partnerships: The Key to Long Term Success

This week, Patti and James interview Ken Musante the CEO of Eureka Payments who shares his years of experience building solid, long term relationships with merchants and industry professionals.

Patti Murphy shares why true partnerships are crucial to your success and how to build the right kind and we take several great questions form the field. Thank you for listening to our podcast!




Podcast #5 - What is Happening with Cash Discounting?

In last couple of weeks, James Shepherd has spoken with over 100 agents, ISO owners and processing executives and it is obvious from these calls that cash discounting is the hottest trend in merchant sales. At the end of today's podcast episode, James shares 4 keys to selling cash discounting. You will hear an opening pitch that is working in the field as well as rebuttals to the most common objection, "My customers will be upset and I will lose business."

We start off this week's episode with 4 great questions from the field including how to get started selling merchant services and how to compete with software providers. The insider's report contains keys to building a profitable, long term book of business that has resale value and you will not want to miss this great information from Patti Murphy.




Podcast #4 - The Power of ACH and Non-Card Payments

Patti Murphy gets us started with some amazing statistics about cash and ACH Payments that will surprise you!

Then James jumps in with questions from the field, including a great question about residual buyouts. They also discuss if selling for one ISO is the best strategy.

They end the podcast with an interview that will take you back to the early days of check payments and help you understand the world of ACH payments.




Podcast #3 - Disruptors and adjusting to competitive threats

This episode begins as we interview Dee Karawadra, CEO of Impact PaySystem and an experienced industry professional and entrepreneur.

In addition to the interview, Patti Murphy from the Green Sheet gives us the Insiders' Report. She talks about disrupters and adjusting to competitive threats inside and outside the industry. I answer some questions from the field in conclusion - including a conversation about choosing an eCommerce provider and how to sell merchants who say a friend or family member services them.




Podcast #2 - Value Added Services to grow your ISO




Podcast #1 - Set Your ISO Apart

The Green Sheet Inc. has always been committed to advancing the knowledge and professionalism of merchant level salespeople. Now we're taking that commitment to a new venue: podcasts. Beginning in July, The Green Sheet, in partnership with CCSalesPro, will launch Merchant Sales Podcast.

For our first episode, we have:




Spotlight Innovators:

North American Bancard | USAePay | Impact Paysystems | Electronic Merchant Systems | Board Studios