Merchant Sales Podcast Merchant Sales Podcast

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 ISO but are feeling burned out on the 1099 model or are looking for a way to take greater control over your growth objectives, this special edition of the Merchant Sales Podcast is for you.

"With dual pricing, it all comes down to customer perception," insists Keith Sampson, CEO at the ISO Surv. Keith explains how Surv's dual pricing program is done "the right way." Also in this episode, James has tips for getting deals across the finish line, and Patti has a promising report on the ATM market.

Kevin Feagan, CRO at Everyware, talks with James and Patti about the firm's Pay by Text solution, which now incorporates BNPL, and the movement toward what he calls "conversational commerce." Plus, James offers a formula for managing follow-ups, and Patti reports on consumer preferences for omnichannel experiences.

Drew Rute describes how his company, Rate Zero, recovered from the disaster of "getting fired" by its POS system provider in this week's featured interview. Then James explains the value of offering customers integrated solutions rather than getting stuck on the notion of processor-agnostic solutions; and Patti reports on the expected impact of FedNow on debit card spend.

Industry legend Juan Ortiz shares his path to building a successful book of business. The right technology, a supportive team, and a zeal for prospecting were 3 keys, he says. Plus, James describes how to marry email lists and content marketing to enhance prospecting, and Patti reports on a new credit card surcharging law in New Jersey.

Sales reps face risks up and down the relationship chain, explains attorney Eugene Rome. In this week's featured interview, he describes some of the legal land mines that exist and how agents can protect against them. Plus, James discusses the power of campaign marketing, and Patti reports on PayPal's latest crypto play.