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Merchant Sales Podcasts:

Podcast - Selling High Risk Merchant Accounts

Published - September 28th, 2020

Discover the value of adding high-risk accounts to your book

Wondering if it’s time to learn how to step out of your comfort zone and pursue high-risk merchant accounts? Josh Ewin, President & COO at Helios Payments, explains how Helios has built a strong book of business around high-risk businesses, like ecommerce, CBD and subscription services. Plus, Patti reports on growing demand for Buy-Now-Pay-Later services, and James offers insights on selling technologies and POS solutions.

Podcast - Selling Merchants through Bank Referral Relationships

Published - September 21st, 2020

How to get banks to send you merchant accounts on auto pilot.

Learn the ins and outs of establishing valuable bank referral relationships with EPNA president Laura Calixte. As a follow up to this interview, James shares his thoughts on the future of statement analysis and online applications as well the new ISO Amp solution.

Podcast - The Future of Integrated Restaurant POS

Published - September 14th, 2020

Learn what SpotOn is up to with their latest acquisition and the keys to social selling in merchant services.

RJ Horsley of SpotOn shares details of their latest acquisition, "Seat Ninja" and how they are integrating this software to help restaurant owners grow their business. In questions from the field, James talks about social selling and shares practical tips to sell more merchant accounts using LinkedIn.

Podcast - Selling Enterprise Merchant Accounts (An Expert with 10 Years Experience)

Published - September 8th, 2020

In this episode, we learn from Greg Forte of Boom Commerce about the reality of selling enterprise merchant accounts processing over $1mil in monthly volume. His 10 years experience come through in this insightful interview.

In questions from the field, James answers a question about how to compete with Square, Paypal and Stripe by customizing your pitch through active listening. Don’t miss this segment if you want to increase your closing rate.

Podcast - Is Processor Agnostic Cash Discounting the Future?

Published - August 24th, 2020

Learn how to Fight for Small Businesses and what is happening with Cash Discounting Technology.

Jonathan Brooks at Business Warrior tells us how they are enabling ISOs to fight for small business with a unique technology offer. Then James talks about the state of Cash Discounting and Surcharge Technology and why the future might be processor agnostic with these programs.

Podcast - Succeeding with a W2 Agent Team

Published - August 17th, 2020

Listen to James interview with Blake Wilson of Beyond as they discuss the challenges and advantages of the W2 sales model. Then find out how James approaches prospecting and goal setting for merchant sales in questions from the field.

Podcast - Should I Sell a Large Merchant at 4 Basis Points and 4 Cents?

Published - August 11th, 2020

You are going love this interview with Matt Golis from Give Game. This is a creative new approach to charitable giving that could be the perfect door opener or value add for any merchant. In questions from the field, James answers a question about pricing large merchant accounts. How low is too low? Also, learn how to leverage one large account to build a huge portfolio of large local companies.

Podcast - Selling Merchants on Price or Value? (What works in 2020?)

Published - August 3rd, 2020

How do we shift our sales focus from price to value when merchants seem to care only about price? This is the topic of my interview today with long time industry veteran Paul Hadfield. Also learn what makes a great sales manager in questions from the field, with James.


Full Index Display

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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

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