Merchant Sales Podcast

Bölümler

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  Winning More Business in the POS Industry 11.09.2026 20dk

  In this episode of the Merchant Sales Podcast, James Shepherd sits down with Roman Vanegas from The POS Cloud to explore how agents and ISOs can overcome two major point-of-sale challenges: managing installations and support, and securing processing business when merchants want to keep their existing system. They discuss processor-agnostic integrations, outsourced hardware deployment, implementation strategies, and how having the right POS expertise can help agents close more deals without taking on every technical headache themselves.
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  Why Merchant Sales Needs a New Business Model 04.09.2026 41dk

  Why is merchant sales so difficult—and could giving software away actually make it easier and more profitable? In this episode, James Shepard breaks down why traditional merchant sales has become a numbers game, why disruptive products create a much easier path to the sale, and how free software can lower customer acquisition costs while increasing payment processing revenue. He also explores how AI is changing software development, the potential “SaaS apocalypse,” and why agents, ISOs, and software companies need to rethink their business models before disruption catches up with them. Using CCStorage and Stackably as examples, James explains how building an ecosystem around payments and other services can create more value than relying on SaaS fees alone. Then, in Patti Murphy’s Today in Payments segment, James and Patti discuss Florida’s lawsuit against online sweepstakes casinos and the payment companies supporting them, highlighting the growing compliance risks for high-risk merchants. They also cover Alabama’s new law exempting sales tax from credit card surcharges, Australia’s upcoming surcharge ban and interchange reductions, and Fiserv’s MoneyPass joint venture and continued international expansion of Clover.
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  Why ISOs and Agents Need to Pay Attention to Stablecoins 28.08.2026 52dk

  Blockchain and crypto may still feel complicated or distant to many merchant services professionals—but that could be changing quickly. In this episode, James Shepherd sits down with Eric Brown of BlockWyre to break down what ISOs, agents, processors, and acquirers need to understand about blockchain, Bitcoin, and the growing role of stablecoins in payments. The conversation goes beyond the hype to explore practical opportunities for the payments industry, including high-risk merchants, digital wallets, banking products, faster settlement, cross-border payments, and new ways for ISOs to generate revenue beyond traditional acquiring. Eric also shares why stablecoin education could become increasingly important over the next few years—and why agents and ISO owners may want to start paying attention now. Plus, in this week’s Today in Payments segment, James and Patti Murphy discuss consumer payment preferences, Walmart’s move to accept Apple Pay and other tap-to-pay options, e-commerce growth, a PayPal antitrust case, and a surprising security issue involving expired contactless cards.
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  The Old ISO Model Is Dying. What Comes Next? 21.08.2026 53dk

  The merchant services industry is changing fast. ISOs are becoming ISVs, software companies are moving deeper into payments, and the traditional model of selling a merchant account and a terminal is no longer enough. In this episode, James Shepherd sits down with Tim McWeeney of Ingenico to discuss the convergence of payments, software, and technology—and what that means for the future of the industry. They explore why merchants are increasingly looking for complete business solutions, the role of vertical software, how AI is changing payment technology, and why the next generation of point-of-sale devices will do far more than simply accept payments. They also take a closer look at Ingenico's evolving technology, including cloud-based applications, SoftPOS, AI-enabled devices, and new tools for software developers. Plus, Patti Murphy joins James for Today in Payments to discuss the opportunity around gift cards, new data on consumer reactions to card surcharges, and recent developments in New Jersey and Louisiana that could impact how businesses approach surcharging, cash discounting, and dual pricing.
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  Inside Square’s Reseller Strategy 14.08.2026 37dk

  What happens when one of the biggest names in payments decides to build a serious reseller channel? James Shepherd gets the answer directly from Mike Collins, who heads up Square’s reseller division. They discuss why Square believes ISOs and agents can help it move further into the middle market, where Square sees significant opportunity. Mike also explains how the reseller experience works, from digital merchant onboarding to pricing and proposal support, co-selling, software demos, and ongoing partner support. Most importantly, he explains why Square’s technology is what he believes gives agents an edge in winning and retaining merchants. The episode also includes Today in Payments with Patti Murphy, covering interchange legislation, ACH and P2P payment growth, small-business trends, and the increasing sophistication of fraudsters using AI and faster payment networks.
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  AI vs. The Payments Industry 07.08.2026 36dk

  In this episode, James Shepherd sits down with Allen Kopelman, CEO and co-founder of Nationwide Payment Systems, for an in-depth look at the rapidly growing threat of identity theft and merchant fraud—and how AI is making these scams more sophisticated. Allen explains how scammers are using stolen identities, manipulated documents, fake websites, and business profiles to open merchant accounts and execute massive bust-outs, often leaving innocent business owners on the MATCH list for fraud they never committed. James and Allen also discuss the warning signs agents should look for when evaluating internet leads, how merchants can protect their identities and online business profiles, and what agents and ISOs can do when a legitimate merchant gets caught up in identity theft. The conversation also covers excessive chargebacks, illegal products, fraud on platforms like Stripe and Shopify, transaction velocity controls, and why agents need to be more vigilant than ever as AI gives fraudsters new tools to exploit vulnerabilities.
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  The New Merchant Sales Playbook 31.07.2026 56dk

  Merchant services has changed—and if you're still leading with rates and payment processing, you're already behind. In this episode, James sits down with Steve Trovillo, President of Cygnus Payments, to discuss why software, AI, and vertical specialization are redefining success for agents and ISOs. They explore how top-performing sales professionals are shifting from selling commodities to solving business problems, why merchants only use a fraction of the technology they already own, and how AI is accelerating software innovation faster than ever before. They also dive into building profitable portfolios, choosing the right verticals, improving merchant retention, and what the future holds for independent sales organizations. Plus, Patti Murphy covers the latest payments news, including X Money's launch, new fraud statistics, payment processor enforcement actions, and evolving Buy Now, Pay Later regulations.
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  The New Rules of Chargeback Prevention 24.07.2026 59dk

  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 45dk

  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 8dk

  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 51dk

  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 42dk

  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 40dk

  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 48dk

  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 55dk

  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 36dk

  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 50dk

  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 33dk

  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 53dk

  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 37dk

  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.