Latest Podcasts

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...

Big savings by leveraging transaction level data on declines, refunds and chargebacks.Learn from Troy Zentner of Gold Star Payments how your merchants may be losing up to 10% of their transaction revenue from declines, refunds, chargebacks and other transaction...

In this episode, Ryan Malloy from North American Bancard shares tips on competing with Square.  We dive into technology and cash discounting.  Patti discusses how large merchants continue to fight against interchange fees.  In questions from the field, James talks...

Trust is a Foundation to Building Sales Partnerships, Selling Cash Discounting to Large Merchants  By James Shepherd & Patti Murphy   A successful merchant sales team is built on a foundation of trust. The merchant, of course, needs to trust that the services...

Discover why Dustin Magaziner, Managing Partner at PayBright, believes truly free terminal placements are the future of merchant sales. Plus James has advice for keeping cash discounting clients happy long term, and Patti...

Learn how Josh Carper, Business Development Chief at Gorilla Technologies, made the transition from just selling credit card accounts to selling cloud-based POS technologies. Then Patti reports on changes to consumer payment habits brought on by COVID-19, and James...

Gain insights on what to do and not do when taking business to the next level. "It's important not to cannibalize what you're currently doing," explains Kyle Morgan, CEO and Head of Product at Mercantile Processing. Plus Patti reports on changes in the way people...

Learn how Swipe4Free has overcome the challenges of recruiting and training new agents, and built a successful team of cash discounting sales reps. "It's really simplified the industry," says Chris Benabu, Swipe4Free Co-Founder and COO. Plus Patti reports on welcome...

The key to success in this industry is being able to touch as many merchants as possible, which requires a phone sales team, explains George Csahiouni, President and COO of Swoop Payment Solutions. Learn how he's put this philosophy to work successfully at Swoop. Plus...