Sam Zietz, CEO at Touchsuite talks Kiosks and selling technology to QSRs. In this week's episode, Sam Zietz, CEO at Touchsuite talks about self-checkout and how this trend is changing the POS landscape. He also covers "Grubbrr" Touchsuites new self-check ecosystem that is ready for re-sellers. Patti reports on the separation of BA Merchant Services from First Data, and James explains how to construct powerful agent compensation program.
Aug 30, 2019•48 min
Our new eBook is out! www.ccsalespro.com/steps to download "How to Sell Merchant Services in 6 Steps". These 3 tips will usher your prospects to a decision. Don't fill your pipeline with "maybe." Find a way to get a "Yes" or "No" from every prospect.
Aug 29, 2019•5 min
Payment processing and facebook marketing automation work together with Adszy. This week Jon Grayem explains how his firm, Adszy, harnesses social media and point-of-sale data to help brick and mortar merchants better understand customers and how to reach them. James discusses why MLSs who rely on scheduled-appointment leads should mix it up and add walk-in sales to their routines. And Patti reports on the Fed's plans to build a real-time payments network and what that could mean for payment pro...
Aug 23, 2019•39 min
Our new eBook is out! www.ccsalespro.com/steps to download "How to Sell Merchant Services in 6 Steps". How do you build a pipeline of interested prospects? Use these keys to help you build and balance. Keep your pipeline full!
Aug 22, 2019•3 min
Learn how Matt Hoskins, Founder & CEO of PayProTec, built a successful ISO leveraging POS ISV partnerships to support innovation and superior service. Plus, Patti reports on what the break-up of BAMS and First Data could portend for competition in merchant services, and James explains the value of demos in the sales process.
Aug 16, 2019•1 hr 3 min
Our new eBook is out! www.ccsalespro.com/steps to download "How to Sell Merchant Services in 6 Steps". There IS a negative extreme possible while striving to become an expert. Avoid the pitfall of information paralysis. This paralysis occurs when a sales person thinks...
Aug 15, 2019•5 min
Building profitable portfolios by playing to your sales strengths. Managing the myriad of relationships associated with merchant portfolios diminishes time spent at what ISOs and MLSs do best: selling. Jordan Zahler, Vice President of Sales at IRIS CRM, explains how automation simplifies this process, and delivers front-end consistency in the face of upstream consolidation. Plus, Patti reports on FaceBook's crypto-currency play, Libra, and James offers tips for overcoming merchant objections to ...
Aug 09, 2019•38 min
How to Hit 6 Figure Residuals in a Competitive Market. Victor Travaglianti, Owner/Operator of Credit Card Processing For Less, explains how he built his merchant portfolio into a 6-figure residual stream. Maintaining mutually beneficial relationships has been key. Plus, James describes how to use "show-and-tell" as a prospecting tool, and Patti reports on top performing payment gateways.
Aug 02, 2019•51 min
Our new eBook is out! https://www.ccsalespro.com/steps to download "How to Sell Merchant Services in 6 Steps". This first episode highlights the importance of sounding like an expert in front a business owner when selling merchant services.
Aug 01, 2019•4 min
Transform your ISO with the right technology partnerships. Find out how the ISV Gas Pos is building out channel partnerships. "We're all about putting cash into [ISO and agent] pockets immediately," says CEO Josh Smith. Plus Patti discusses revenue opportunities from POS installment lending, and James offers tips for closing a merchant who says "maybe."
Jul 26, 2019•49 min
Pull your head out of the sand! Change in our industry is already happening and happening quickly. Most merchants will want different things in 36 months than they want today, and someone will be offering it to them between now and then. Will it be you?
Jul 24, 2019•7 min
Learn how to sell Clover, Restaurant POS and Train Agents to Pitch Value from a 15 year veteran. If you are serious about transitioning away from price to a value sales presentation, don't miss our interview with George Passias, Founder and CEO at Great American Payment Systems. Patti talks about how large Retails are pushing back against the card brands and James shares tips on converting "Maybe" into "Yes."
Jul 22, 2019•37 min
In this week's podcast Ben Trombley describes how his firm, Encytro, helps ISOs and MLSs grow revenues through a merchant data security and chargeback reimbursement program. Patti reports on the ongoing need to protect against POS hacks. And James offers advice on overcoming barriers to productivity and profitability.
Jul 14, 2019•31 min
Right now, I see an underlying need in our industry. You can seize the chance to fill that need. Enable business owners to buy your technology with a lower barrier to entry. Make a lot more money and a lot more sales…
Jul 10, 2019•8 min
IS merchant sales getting harder? After watching and participating in the industry for ten years, I can offer really interesting thoughts about that question....
Jul 03, 2019•6 min
Learn legal ins and outs, plus tips for managing sales teams. This week's podcast features a far-reaching interview with Industry Attorney Adam Atlas. Learn what he has to say about issues like registering your brand and negotiating contracts. Plus James offers insights on managing a successful sales team, and Patti explains why ACH payments should be part of every merchant services product mix.
Jun 28, 2019•49 min
Surcharging and Cash Discounting are hot topics in our industry right now. I've already published a lot of content about these. Today I'd like to help sales people and business owners decide whether these are worth a try...
Jun 26, 2019•10 min
Contract transparency, pitching trials & check services. Learn how Jaron Rice, Founder & CEO of Magothy Payments, successfully lobbied for a new Maryland law requiring transparency in merchant contracts. Think Truth-in-Lending-style disclosures and caps on termination fees. Plus, James explains how agents can drive sales by pitching trials, and Patti sheds light on the value prop of check services.
Jun 23, 2019•36 min
Interchange Plus or Cost Plus pricing is the most transparent structure. However, reading that kind of statement is the most challenging. Here are some tip-offs which will help identify over-priced situations. We have created a special website to help, too...
Jun 19, 2019•8 min
Learn about the two levers of sales success, tech partners and more. In this weeks episode James explains the two levers successful sales reps rely on to amp up their sales. In addition, Jamie Spoto, Director of Operations as JR's POS Depot, describes why ISO's and ISV's outsource technology sales and deployments to POS specialists like JR's. Also, Patti reports on how contactless card payments appear to be ready for prime time.
Jun 14, 2019•35 min
Learn about the value of simplified statement analysis, cash discounting and exit plans. This week James describes how agents can provide prospective merchants with price quotes, instantly, without ever having to request statements. Plus Patti explains the importance of exit strategies and James reviews the case for cash discounting.
Jun 07, 2019•47 min
I've seen thousands of credit card processing statements during my eleven years in this industry. Reading and understanding them is a bit easier for me now. Allow me to give you some keys to interpreting statements on tier pricing. There are some ways to know if the prices are competitive...
Jun 05, 2019•9 min
Reading and understanding credit card processing statements is difficult. But today I’m offering good news. This episode will give some simple solutions.
Jun 05, 2019•10 min
The road to success is paved with well-established relationships. This week's episode features a conversation with Hawkins Siemon, Founder and CEO of Elevate Payment Alliance, on building long-term value through well established relationships. Frequent contact with merchant clients is key, he says. Plus, Patti reviews things to watch out for when negotiating contracts with upstream partners, and James explains the pros and cons of surcharging.
Jun 02, 2019•1 hr
The merchant sales process has changed a lot over the last few years. To stay on the cutting edge in sales, changing your own sales process is crucial. The number one key to developing the sales process is...
May 29, 2019•10 min
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 business. James continues his ongoing explanation of pricing models, this week focusing on the concept of passing along merchant processing costs to cardholders. And, Patti provides an update on consumer payment preferences.
May 26, 2019•41 min
For merchant sales professionals one habit is more important than any others! This is a common theme for experienced or brand new agents. Here are some unique tips to help you develop that all-important habit.
May 22, 2019•8 min
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 declines. Plus, Patti discusses how the Internet of Things could change payments, and James explains the pros and cons of subscription rate pricing.
May 20, 2019•55 min
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 the pros and cons of flat rate pricing. And Patti reports on the latest trends in credit and debit card payments and acquirer rankings.
May 13, 2019•36 min
Compliance is always a challenge! There are regulations and rules which apply to surcharging fees. Today I’ll discuss some interesting trends regarding these as related to the use of debit cards.
May 08, 2019•9 min
