Discover what Greg Myers has learned from 250+ interviews on his Leaders in Payments podcast. Plus James talks about an ISO Alliance initiative that dramatically increases good sales leads, and Patti reports on the dynamism of the payments processing industry ..read more

Compliant Surcharging is more popular than ever with card not present merchants, but reconciliation with Quickbooks can be a challenge. In this webinar, I am joined by Biller Genie President, Garima Shah to discuss how to make Surcharging work for these merchants and the process they went through to design and implement a seamless, processor agnostic surcharging integration with Quickbooks. There is a huge market segment of merchants who are invoicing their clients and uses Quickbooks. This market is largely untapped by the ISO / Agent community and surcharging is your best chance at generatin ..read more

HotSauce POS is a processor-agnostic restaurant POS solution built for ISOs and agents to sell, Kai Hsu tells James & Patti in this week's featured interview. "We don't compete with the people feeding us," the HotSauce CEO said. Then James talks about how confidence and expertise add up to sales success, and Patti reports on a new pay-by-bank solution from Chase and Mastercard ..read more

In this week's episode, James shares his thoughts on building a sales process that is relevant for 2024 and beyond. Our industry is more complex and competitive than ever, but many ISOs and ISVs are depending on outdated sales processes and trying to fit a square peg in a round hole. James will walk you through the 5 stages of a segmented sales process for payments and integrated technology and discuss how each stage should be handled to create an overall sales experience that works for the merchant ..read more

Think in terms of influencer marketing, Mark Wagner, Founder and President of Disputifier, advises in this week's featured interview. (You can reach out to Mark for a list of influencers.) James follows the discussion by explaining how ISOs and agents should be choosing competitors, and Patti reports on a Fed proposal to slash the cap on regulated interchange ..read more

Tune in as James & Patti discuss the evolution of the ISO channel with Alex Benjamin, Head of Global Business Development at Aevi. Aevi is a European firm that's making inroads on this side of the Atlantic as in-person payments experts. Then, James continues the theme with news of the ISO Alliance and its mission of helping small and mid-sized ISOs future-proof their businesses, and Patti reports on a class-action lawsuit alleging PayPal violates state and federal antitrust laws ..read more

In this week's interview, Jeff Shea of Under.oi. explains how processors and others can leverage their vast storehouses of in-house data and AI algorithms to readily create up-to-date risk models. In the next segment James relates a conversation with a restaurant owner regarding Dual Pricing. (Spoiler alert: savings, alone, are huge.) Then Patti wraps things up with a report on the CFPB's concerns that over Big Tech's mobile payments dominance ..read more

POS systems may be all the rage, but terminals are not going away any time soon, explains Lori Pagnozzi, CEO and Chief Disruptor at HipFinity, the newest name in the terminal market. "We need to take ownership of the situation," Lori says. Also in this week's episode James makes the case for why a positive mindset leads to sales success, and Patti reports on Intuit's new all-in-one payment acceptance and banking solution for small businesses ..read more

Merchants' cost of card acceptance extend beyond interchange. Tune in as long-time industry veteran Ken Musante explains the complex web that is non-interchange pass-through fees, and how these drive up the cost of acceptance. James follows the interview with insights on how ISOs and agents can leverage their payments expertise beyond just selling, and Patti reports on some comings and goings at Square and Toast ..read more

With payment processing becoming more and more complex, there are huge benefits to hiring W2 sales professionals that you can train and manage. However, you must do it right if you want to create a return on the investment. The 1099 model is still effective at scale, especially for large, national ISOs, but I have found that local ISOs and those focused on selling technology solutions struggle to make this model work. Join me along with Ben Griefer, COO at Maverick, to discuss how ISOs can leverage W2 sales professionals to build a profitable portfolio. If you are serious about scaling your IS ..read more