A Thing
The Green SheetGreen Sheet

Merchant Sales Podcasts:

Podcast - Making the Canada-to-U.S. Transition

Published - June 28th, 2021

Learn how and why Phil McCuiston, President of Wholesale Payments Direct, sold his portfolio of Canadian merchants to build a book of U.S. businesses, relying solely on telemarketing. Hint: cash discounting plays a role. Then stick around for Patti’s report on upcoming PayPal fee hikes, and tips from James on firing up agents to sell more.

Podcast - Create New Residual Streams with Payroll Processing

Published - June 21st, 2021

Did you know that 8 in 10 SMBs outsource payroll processing? This week, Robert Heinrich, VP of Sales at Simpay, explains why and how MSPs should pitch payroll processing to their merchants. “It’s a lifetime residual opportunity,” he says. Plus Patti reports on the latest state to greenlight surcharging, and James has some pointers for accessing capital to grow your portfolio.

Podcast - Don’t Let Chargebacks Eat Your Lunch

Published - June 14th, 2021

Learn how chargeback solution providers work with ISOs and merchants to protect against chargeback losses. Chargeback solutions will help improve the lifetime value of a merchant relationship, says Colin Eddy, Partner & Alliance Guru at Chargeback Gurus. Then Patti reports on EMV compliance hurdles at fuel stations, and James offers advice on getting slow-to-sign merchants across the finish line.

Podcast - Selling Cash Discounting to Monster Merchants

Published - June 7th, 2021

Tune in to learn how Dynamic Merchant Processing has succeeded in selling cash discounting to large merchants. These monster merchants are seeing minimal customer pushback, and their valuations are rising because of cash discounting, says Dustin Wilkins, President at Dynamic. Plus Patti reports on a new Square-Plaid collaboration and James answers questions from the field.

Podcast - Find the Best POS Providers for Your Merchants

Published - May 24th, 2021

With over 1,000 POS system providers in the market, identifying those that address your merchants’ needs, are processor agnostic and payment processing friendly, can be challenging. POSHeros.com simplifies the task. It’s a comprehensive directory of POS software and processor compatibility, and it’s creator, Derrick Hess, explains what went into creating the directory and how it works in this week’s featured interview. Then James offers tips on pitching merchants not using processor-agnostic POS systems, and Patti reports on Fed and legal actions involving debit cards.

Podcast - Building a Software & Services Sales Machine

Published - May 17th, 2021

Learn first-hand how Beyond is building a software and services sales powerhouse. The big payback is lower attrition, explains Brent Rose, Chief Revenue Officer at Beyond. And stick around for James’s tips on selling software and Patti’s report on consumer and small business payment trends.

Podcast - Building an Attrition-Proof Book with ISV's and VAR's

Published - May 10th, 2021

Learn how integrating payment processing with ISVs and VARs leads to a pipeline flush with solid leads that become sticky customers. "ISOs and agents should really be thinking about these strategic opportunities," says Gary Liu, President of Priority IS. Plus Patti reports on the latest developments in QR code payments, and James talks about making the transition from payment processing to software sales.

Podcast - Native Payment Processing for Salesforce & Netsuite

Published - May 3rd, 2021

Discover how you can offer a native processing solution for companies using Netsuite and Salesforce. It's a sticky proposition, explains Ben Frisch, Director of Business Development at Accept.Blue. Then stick around for Patti's report on the latest in crypto payments, and James' take on barriers to successful sales strategies.


Full Index Display


Podcast #153 - 09/20/2021

Podcast #152 - 09/13/2021

Podcast #151 - 09/06/2021

August July

Podcast #144 - 07/19/2021

Podcast #142 - 07/12/2021

Podcast #143 - 07/05/2021

June May April March February January

Podcast #118 - 12/21/2020

Podcast #117 - 12/15/2020

Podcast #116 - 12/07/2020

November October September August July June May April March February January
December 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

March February January
December November October September August July

Podcast #1 - 07/06/2018

A Thing