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Merchant Sales Podcasts:

Podcast - Doing Right by Clients & Prospects

Published - June 24th, 2019

Contract transparency, pitching trials & check services.

Learn how Jaron Rice, Founder & CEO of Magothy Payments, successfully lobbied for a new Maryland law requiring transparency in merchant contracts. Think Truth-in-Lending-style disclosures and caps on termination fees. Plus, James explains how agents can drive sales by pitching trials, and Patti sheds light on the value prop of check services.

Podcast - Filling in the Dots and Closing Deals

Published - June 17th, 2019

Learn about the two levers of sales success, tech partners and more.

In this weeks episode James explains the two levers successful sales reps rely on to amp up their sales. In addition, Jamie Spoto, Director of Operations as JR's POS Depot, describes why ISO's and ISV's outsource technology sales and deployments to POS specialists like JR's. Also, Patti reports on how contactless card payments appear to be ready for prime time.

Podcast - Statement Analysis Made Simple

Published - June 10th, 2019

Learn about the value of simplified statement analysis, cash discounting and exit plans

This week James describes how agents can provide prospective merchants with price quotes, instantly, without ever having to request statements. Plus Patti explains the importance of exit strategies and James reviews the case for cash discounting.

Podcast - Merchant Services is a Contact Sport

Published - June 3rd, 2019

This week's episode features a conversation with Hawkins Siemon, Founder and CEO of Elevate Payment Alliance, on building long-term value through well established relationships. Frequent contact with merchant clients is key, he says. Plus, Patti reviews things to watch out for when negotiating contracts with upstream partners, and James explains the pros and cons of surcharging.

Podcast - A Blueprint for Success

Published - May 27th, 2019

Insights on building a successful business, merchant-pricing and consumer payment preferences Marc Beauchamp talks with James about his book How to Survive & Thrive in the Merchant Services Industry, which he describes as a blueprint for elevating an MLS's business. James continues his ongoing explanation of pricing models, this week focusing on the concept of passing along merchant processing costs to cardholders. And, Patti provides an update on consumer payment preferences.

Podcast - The Devil Is In The Details

Published - May 20th, 2019

Merchants lose billions of dollars a year to unnecessary charge backs. In this week's episode, Gary Cardone describes how Chargebacks9-1-1 leverages data and analytics to drive down charge backs, and by extension card declines. Plus, Patti discusses how the Internet of Things could change payments, and James explains the pros and cons of subscription rate pricing.

Podcast - Revenge of the Small Business

Published - May 13th, 2019

Helping SMBs go toe-to-toe with large omni-channel merchants.
In this week's episode, Vijay Sondhi, CEO of NMI, explains how NMI works with ISOs to help small & mid-sized businesses compete with the big guys through omni-channel enablement. James describes the pros and cons of flat rate pricing. And Patti reports on the latest trends in credit and debit card payments and acquirer rankings.

Podcast - Pulling Back the Curtain on Surcharging, Cash Discounting

Published - May 6th, 2019

Phil Ricci, Vice President of Sales Operations at Clearent, describes how Clearent supports different paths to success in helping merchants pass along card processing costs to customers. Options include cash discounting, surcharging, and a combination of the two. Plus James explains tiered pricing and Patti reports on Apple's credit card gambit.


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November October September August July

Podcast #51 - 07/29/2019

Podcast #50 - 07/22/2019

Podcast #48 - 07/01/2019


Podcast #47 - 06/24/2019

Podcast #46 - 06/17/2019

Podcast #45 - 06/10/2019

Podcast #44 - 06/03/2019


Podcast #43 - 05/27/2019

Podcast #42 - 05/20/2019

Podcast #41 - 05/13/2019


Podcast #39 - 04/29/2019

Podcast #38 - 04/22/2019

Podcast #36 - 04/08/2019

Podcast #35 - 04/01/2019

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December November October September August July

Podcast #1 - 07/06/2018

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