Merchant Sales Podcast

Епизоди

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  The New Rules of Chargeback Prevention 24.07.2026 59мин

  In this episode of the Merchant Sales Podcast, James sits down with Mark Wagner, CEO of Disputifier, to discuss how new card brand initiatives like Mastercard's Scam Merchant Monitoring Program (SMMP) and Visa's VAMP are changing the way ISOs, acquirers, and merchants approach fraud prevention and chargeback management. Beyond breaking down the latest rule changes, they explore practical strategies for reducing disputes, improving the customer experience, and proactively protecting merchant portfolios before problems arise. Plus, Patti Murphy returns with Today in Payments, covering the Federal Reserve's latest payments data, the growing conversation around pay-by-bank, legislation surrounding the phaseout of the penny, the launch of the Linux Foundation's AI payment protocol, and other important developments shaping the future of the payments industry.
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  The Future of the Payments Ecosystem 17.07.2026 45мин

  In this episode of the Merchant Sales Podcast, James sits down with payments industry veteran and consultant Ken Musante to explore how the payments ecosystem is evolving. From processor cost structures and software platforms to reseller programs, integrated banking, AI, and the growing influence of companies like Square, Stripe, and Clover, they discuss the trends reshaping the industry and what they mean for ISOs, agents, and payment providers. The conversation also covers the importance of specialization, continuous education, and choosing the right technology stack to stay competitive as software, payments, and banking become increasingly interconnected. Plus, Patti Murphy's Today in Payments segment breaks down Stripe's reported interest in PayPal, Fiserv's debit networks, Cash App's multi-state settlement, and Square's latest AI-powered commerce initiatives.
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  Classic Sales Tactics That Still Work 10.07.2026 8мин

  This week’s Merchant Sales Podcast is a special throwback episode. While on vacation, James revisited one of his favorite sales training recordings from nearly a decade ago—back when he was personally walking into businesses every day and building a portfolio of more than 700 merchant accounts. In this short but practical episode, James shares timeless field sales techniques for approaching business owners, building instant rapport, handling real-world prospecting scenarios, and making stronger first impressions. Whether you're new to merchant services or have been selling for years, these foundational strategies are just as relevant today.
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  Building Smarter Partnerships in Payments 03.07.2026 51мин

  In this episode of the Merchant Sales Podcast, James Shepherd is joined by James Huber, Partner at Global Legal Law Firm, for a practical discussion on the legal and strategic decisions that shape a successful payments business. From ISV partnerships and embedded payments to raising capital, protecting residuals, negotiating investor agreements, and planning for acquisitions, they share real-world advice on avoiding costly mistakes while building long-term enterprise value. The conversation explores how to structure partnerships that survive acquisitions, why software ownership and distribution matter more than ever, how to evaluate financing options without giving away too much control, and what every growing ISO should consider before signing its next agreement. Plus, Patti Murphy's Today in Payments segment covers new Buy Now, Pay Later regulations, Stripe's push for direct payment infrastructure access, PayPal's surprising transaction growth, and the latest developments in cannabis payments.
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  The New Playbook for B2B Payments 26.06.2026 42мин

  In this episode of the Merchant Sales Podcast, James sits down with Ron Halversen, President of Clarity Ventures, to discuss what it really takes to win enterprise and B2B payment opportunities. From ERP integrations and payment automation to faster cash flow, operational efficiencies, and lower processing costs, Ron explains how ISOs can solve meaningful business problems instead of competing solely on price. The conversation explores why enterprise merchants buy on ROI, how integrations can unlock markets that were previously out of reach, and why understanding a merchant's workflow is often the key to closing larger, more profitable accounts. Plus, Patti Murphy's Today in Payments segment covers Europe's digital euro initiative, Deluxe's acquisition of Solero Commerce, Zelle's international expansion, and new surcharge legislation affecting the payments industry.
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  The Missing Piece in High-Ticket Payments 19.06.2026 40мин

  In this episode of the Merchant Sales Podcast, James sits down with Bob Lovinger, Founder and CEO of FlexxBuy and CEO of Coach Financing, to discuss why consumer financing remains one of the biggest untapped opportunities for agents, ISOs, and software providers. From coaching programs and professional services to home improvement and medical practices, Bob explains how financing can help merchants close more sales, increase average ticket sizes, and create a better customer experience. The conversation explores the evolution of buy now, pay later, the growing demand for financing in today's economy, how financing fits into the sales process, and why many merchants are missing revenue simply because they aren't offering enough payment flexibility. Plus, Patti Murphy's Today in Payments segment covers the proposed $38 billion Visa and Mastercard settlement, interchange transparency, AI-powered payments, remittance taxes, and emerging automation trends shaping the industry.
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  How AI Is Transforming Merchant Portfolios 12.06.2026 48мин

  In this episode of the Merchant Sales Podcast, James sits down with Sebastian Builes Jinete, CEO of Arcum, to discuss how AI and payments data are transforming the way ISOs, acquirers, and processors manage their portfolios. From merchant activation and retention to win-back campaigns and partner monitoring, Sebastian shares how actionable intelligence can help organizations maximize revenue and make smarter decisions throughout the entire merchant lifecycle. The conversation also dives into the realities of entrepreneurship in the payments industry, including building a technology company, overcoming setbacks, finding product-market fit, and maintaining the conviction required to succeed. To learn more about Arcum, visit arcum.ai. Plus, Patti Murphy's Today in Payments segment covers stablecoin settlement, tokenized deposits, interchange legislation, and emerging payment innovations.
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  Building Business Value in the AI Era 05.06.2026 55мин

  In this episode of the Merchant Sales Podcast, James sits down with Lane Gordon, CEO of 733Park, to discuss how AI is reshaping software, payments, and business valuations. From merchant portfolios and SaaS models to vertical software strategies and acquisition trends, Lane shares what buyers are looking for today—and what business owners should be thinking about if they hope to build long-term value. The conversation explores the future of AI-powered software, why payments revenue remains so attractive to investors, how verticalization creates defensible businesses, and what separates companies that command premium valuations from those that struggle to find buyers. Plus, Patti Murphy's Today in Payments segment covers interchange legislation, crypto ATMs, international remittance taxes, emerging payment preferences, and other trends shaping the industry.
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  How Tap on Phone Is Changing Merchant Payments 29.05.2026 36мин

  Tap on Phone has been one of the most talked-about innovations in payments, but many agents still aren't offering it to merchants. In this episode of the Merchant Sales Podcast, James sits down with Vlad Sadovskiy, CEO of Netevia, to discuss why Tap on Phone is gaining momentum, the challenges behind bringing it to market, and how ISOs can use it to compete more effectively in a Square-dominated segment. They explore real-world use cases for salons, field service businesses, events, and mobile merchants, along with instant onboarding, funding innovations, and the growing importance of creating a seamless merchant experience across devices. Plus, Patti Murphy's Today in Payments segment covers fintech access to payment rails, stablecoin developments, fraud prevention initiatives, Mastercard's latest merchant risk tools, and new same-store sales data from across the economy.
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  The PayFac Opportunity 22.05.2026 50мин

  Traditional ISO models often leave agents waiting on approvals, relying on multiple systems, and giving up control throughout the merchant lifecycle. In this episode of the Merchant Sales Podcast, James sits down with Simon Kemp to discuss the growing opportunity around PayFac for ISOs and how new models are helping bridge the gap between traditional ISO relationships and full payment facilitation. They break down faster onboarding, real-time transaction visibility, AI-driven underwriting, gateway ownership, and why giving ISOs more control could fundamentally change the way payments businesses scale. Plus, Patti Murphy’s Today in Payments segment covers interchange legislation, AI trends, software provider complexity, and major shifts impacting the industry.
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  How Payment Processing Works 15.05.2026 33мин

  In this replay episode of the Merchant Sales Podcast, James Shepherd revisits one of our foundational conversations: What is payment processing? James delivers a straightforward, easy-to-understand explanation of how credit card processing works, covering the basics of authorization and settlement, along with the roles of processors, acquirers, and merchant accounts. Whether you're new to payments or just need a refresher, this episode is a great starting point for understanding the moving parts behind every transaction and how they connect to merchant sales.
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  How to Reduce Fraud Without Losing Sales 08.05.2026 53мин

  Fraud prevention used to be about stopping bad transactions—but today, it’s about maximizing revenue without blocking good customers. In this episode of the Merchant Sales Podcast, James sits down with Stuart Mann of Accertify to break down how fraud strategy has evolved, from simple rule-based systems to AI-driven models that analyze behavior, device data, and user intent. They explore how merchants can reduce chargebacks, limit false positives, and stay ahead of increasingly sophisticated fraud tactics—all while improving the customer experience. Plus, Today in Payments covers rising fraud trends, real-time payment risks, and key industry updates that every agent and ISO should understand.
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  How ISOs Stay Competitive in Today’s Market 01.05.2026 37мин

  The payments landscape is changing fast—and many ISOs are struggling to keep up. In this episode of the Merchant Sales Podcast, James sits down with Ben Griefer, COO of Maverick Payments, to break down what it really takes to stay competitive today, from choosing the right upstream partners to balancing risk, operations, and sales focus. They dive into the tradeoffs between going direct vs partnering, how infrastructure decisions impact growth, and why the most successful ISOs are doubling down on sales while leveraging the right back-end support. If you’re building or scaling an ISO, this episode offers a clear look at what’s working right now—and where the industry is headed.
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  The Rewards Strategy Changing Payment Sales 24.04.2026 41мин

  In a market where pricing and equipment have become completely commoditized, agents are struggling to stand out and win deals. In this episode of the Merchant Sales Podcast, James sits down with Jeff Moskowitz, CEO of Tuzo Rewards, to explore a different approach—using rewards to shift the conversation away from price and toward value. They break down how agents can use rewards to create better first conversations, increase engagement, and close more deals without competing on basis points. Plus, Today in Payments covers fraud trends, AI in payments, tap-to-pay adoption, and emerging innovations shaping the industry.
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  Selling Bigger Merchants: What Actually Works 17.04.2026 47мин

  Most agents are stuck competing for small accounts where pricing is everything—but enterprise deals play by a completely different set of rules. In this episode of the Merchant Sales Podcast, James sits down with Jerry Gialanella of Fort Point Payments to break down what it really takes to win larger merchants, from shifting your mindset to focusing on real business problems instead of basis points. They dive into how to uncover true merchant pain points, manage longer sales cycles, and leverage the right partnerships to close complex deals. Plus, Today in Payments covers rising interchange costs, pay-by-bank momentum, and key trends shaping the future of the industry.
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  The B2B Payments Opportunity 10.04.2026 51мин

  Most agents are focused on saturated markets like retail and restaurants—but the real opportunity may be in B2B. In this episode of the Merchant Sales Podcast, James sits down with Russ Hayes and Mike Hayes to break down how ISOs and agents can tap into manufacturers, distributors, and contractors to unlock larger deals and long-term growth. They discuss why integrated invoice and ACH solutions are in high demand, how to get in front of the right decision-makers, and what it takes to build a scalable B2B portfolio. Plus, Today in Payments covers global surcharge changes, digital wallet trends, and key shifts shaping the future of payments.
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  From SMB to Enterprise Sales 03.04.2026 50мин

  Most agents get stuck competing for the same small accounts, fighting over price in crowded verticals like restaurants and retail. In this episode of the Merchant Sales Podcast, James sits down with Josh Holden to break down what it really takes to move upmarket—targeting larger businesses, focusing on specific verticals, and building a strategy that actually scales. They dive into hiring strategies, W2 vs 1099 models, building trust with bigger clients, and why shifting your focus can unlock higher-value deals and long-term growth. Plus, Today in Payments covers major industry updates including debanking concerns, cash acceptance laws, and the expansion of global payment platforms.
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  The Future of ACH and Instant Payments 27.03.2026 55мин

  ACH has long been a frustrating part of payments — slow settlement, complex onboarding, and limited control. In this episode of the Merchant Sales Podcast, James Shepherd sits down with Will Messina, CEO of GrailPay, to break down how modern infrastructure is transforming ACH. They discuss why legacy ACH has struggled for decades, how better risk modeling enables faster funding, and what it takes to create a seamless experience for agents, ISOs, and merchants. The episode also features Patti Murphy’s Today in Payments segment, covering Walmart’s AI checkout results, new interchange legislation, Klarna’s growth, and Mastercard’s move into stablecoins. If you’re an agent or ISO looking to improve cash flow, reduce risk, and stay competitive, this episode is a must-listen.
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  The Processor-Agnostic POS Opportunity 20.03.2026 37мин

  In this episode of the Merchant Sales Podcast, James Shepherd talks with Satheesh Kanchi, founder and CEO of OneHubPOS, about the growing opportunity for ISOs and agents to offer a processor-agnostic, white-label POS solution. They discuss how OneHub is approaching restaurant and specialty retail verticals, what makes a unified POS platform different from fragmented app-based systems, and why flexibility matters for agents looking to build their own brand in a competitive market. The episode also features Patti Murphy’s Today in Payments segment, covering retail sales growth, buy now, pay later adoption, payment processing expansion, and Brinks’ acquisition of NCR Atleos’ ATM business. If you’re an ISO or agent looking for new ways to create value and expand beyond traditional processing, this episode highlights a compelling path forward.
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  New Payment Trends Reshaping the Industry 13.03.2026 31мин

  In this episode of the Merchant Sales Podcast, James Shepherd explores some of the biggest developments shaping the payments landscape today. He discusses the rapid growth of digital wallets like Apple Pay, increasing merchant acceptance of cryptocurrency, and new payment frameworks emerging for cross-border transactions. He also highlights an important reality in payments: technology may evolve quickly, but consumer adoption often takes much longer. The episode also features Patti Murphy’s Today in Payments segment, covering key industry updates including mobile wallet usage trends, crypto adoption among merchants, new cross-border payment initiatives from SWIFT, and Elon Musk’s plans for the upcoming X Money financial super app.