Podcast – Keeping It Super Simple

Podcast – Keeping It Super Simple

Mastering the art of relationship building The key to building lifetime relationships is in keeping it super simple, RJ Horsley, President of SpotOn Transact, explains in this week’s featured interview. Plus, James discusses urgency killers and ways to overcome...
Does Cold Calling Still Work? – Selling Merchant Services

Does Cold Calling Still Work? – Selling Merchant Services

  Today I want to answer a question, “Does cold calling still work?”  I’ve noticed an interesting, illogical trend among ISOs.  Some are willing to pay more for an account gotten through marketing efforts than an account gotten through cold...
Podcast – Opportunities Abound for Selling Cash Discounting

Podcast – Opportunities Abound for Selling Cash Discounting

Learn why cash discounting is a win-win & how to close deals when selling on value This week’s podcast features an interview with Adam Ackerman, head of the ISO Sales Channel at Merchant Lynx Services. Adam explains how cash discounting is driving value for...
3 Problems with Surcharging

3 Problems with Surcharging

  I’ve noticed a trend as I’ve talked to ISOs and agents who follow my content.  Many of them still in their minds think that surcharging and cash discounting are the same.  There are a lot of differences between the...
Podcast – There are Many Paths to Value Selling

Podcast – There are Many Paths to Value Selling

Making case for surcharging, instant funding; plus value-selling roadmap Robert Maynard explains how his firm, SurchX, partners with ISOs and MLSs to support compliant credit card surcharging. James provides a roadmap for selling on value. And Patti describes merchant...