The Merchant Sales Process Step by Step

The Merchant Sales Process Step by Step

  Although there are still many similarities, the merchant sales process has changed a lot over the last few years.  Here are some reasons for these changes. The industry as a whole has become more competitive, but the competition is...
Podcast – A Blueprint for Success

Podcast – A Blueprint for Success

Insights on building a successful business, merchant-pricing and consumer payment preferences Marc Beauchamp talks with James about is book How to Survive & Thrive in the Merchant Services Industry, which he describes as a blueprint for elevating an MLS’s...
The Most Important Habit for Merchant Sales Professionals

The Most Important Habit for Merchant Sales Professionals

  Today I’m going to share with you the most important habit for merchant sales professionals.  Our 6-Week Jump-Start Program has given me the opportunity once again to work one-on-one with many sales professionals in this industry.  Some of those are very...
Podcast – The Devil Is In The Details

Podcast – The Devil Is In The Details

Helping merchants tame the charge-back demon Merchants lose billions of dollars a year to unnecessary charge backs. In this week’s episode, Gary Cardone describes how Chargebacks9-1-1 leverages data and analytics to drive down charge backs, and by extension card...
How to Sell Merchant Services Over the Phone – 5 Keys

How to Sell Merchant Services Over the Phone – 5 Keys

  The episode today targets a topic that has probably been the most requested one I’ve ever had:  how to sell merchant services over the phone.  There is a really good reason why I’ve never discussed this here.  I’ve done consulting for many companies that sell...
Podcast – Revenge of the Small Business

Podcast – Revenge of the Small Business

Helping SMBs go toe-to-toe with large omni-channel merchants. In this week’s episode, Vijay Sondhi, CEO of NMI, explains how NMI works with ISOs to help small & mid-sized businesses compete with the big guys through omni-channel enablement. James describes...