Merchant Sales Podcast

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Episodes

500

Latest episode

Jul 2026

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About the show

A collaboration between The Green Sheet and CCSalesPro.com, this weekly podcast provides insights for ISOs and Agents who want to build their merchant portfolio. Learn how to sell merchant services and listen to interviews with industry experts.

Listen to episodes

60 recent

July 24, 202659 min

The New Rules of Chargeback Prevention

In this episode of the Merchant Sales Podcast, James sits down with Mark Wagner, CEO of Disputifier, to discuss how new card brand initiatives like Mastercard's Scam Merchant Monitoring Program (SMMP) and Visa's VAMP are changing the way ISOs, acquirers, and merchants approach fraud prevention and chargeback management. Beyond breaking down the latest rule changes, they explore practical strategies for reducing disputes, improving the customer experience, and proactively protecting merchant portfolios before problems arise. Plus, Patti Murphy returns with Today in Payments, covering the Federal Reserve's latest payments data, the growing conversation around pay-by-bank, legislation surrounding the phaseout of the penny, the launch of the Linux Foundation's AI payment protocol, and other important developments shaping the future of the payments industry.

July 17, 202645 min

The Future of the Payments Ecosystem

In this episode of the Merchant Sales Podcast, James sits down with payments industry veteran and consultant Ken Musante to explore how the payments ecosystem is evolving. From processor cost structures and software platforms to reseller programs, integrated banking, AI, and the growing influence of companies like Square, Stripe, and Clover, they discuss the trends reshaping the industry and what they mean for ISOs, agents, and payment providers. The conversation also covers the importance of specialization, continuous education, and choosing the right technology stack to stay competitive as software, payments, and banking become increasingly interconnected. Plus, Patti Murphy's Today in Payments segment breaks down Stripe's reported interest in PayPal, Fiserv's debit networks, Cash App's multi-state settlement, and Square's latest AI-powered commerce initiatives.

July 10, 20268 min

Classic Sales Tactics That Still Work

This week’s Merchant Sales Podcast is a special throwback episode. While on vacation, James revisited one of his favorite sales training recordings from nearly a decade ago—back when he was personally walking into businesses every day and building a portfolio of more than 700 merchant accounts. In this short but practical episode, James shares timeless field sales techniques for approaching business owners, building instant rapport, handling real-world prospecting scenarios, and making stronger first impressions. Whether you're new to merchant services or have been selling for years, these foundational strategies are just as relevant today.

July 3, 202651 min

Building Smarter Partnerships in Payments

In this episode of the Merchant Sales Podcast, James Shepherd is joined by James Huber, Partner at Global Legal Law Firm, for a practical discussion on the legal and strategic decisions that shape a successful payments business. From ISV partnerships and embedded payments to raising capital, protecting residuals, negotiating investor agreements, and planning for acquisitions, they share real-world advice on avoiding costly mistakes while building long-term enterprise value. The conversation explores how to structure partnerships that survive acquisitions, why software ownership and distribution matter more than ever, how to evaluate financing options without giving away too much control, and what every growing ISO should consider before signing its next agreement. Plus, Patti Murphy's Today in Payments segment covers new Buy Now, Pay Later regulations, Stripe's push for direct payment infrastructure access, PayPal's surprising transaction growth, and the latest developments in cannabis payments.

June 26, 202642 min

The New Playbook for B2B Payments

In this episode of the Merchant Sales Podcast, James sits down with Ron Halversen, President of Clarity Ventures, to discuss what it really takes to win enterprise and B2B payment opportunities. From ERP integrations and payment automation to faster cash flow, operational efficiencies, and lower processing costs, Ron explains how ISOs can solve meaningful business problems instead of competing solely on price. The conversation explores why enterprise merchants buy on ROI, how integrations can unlock markets that were previously out of reach, and why understanding a merchant's workflow is often the key to closing larger, more profitable accounts. Plus, Patti Murphy's Today in Payments segment covers Europe's digital euro initiative, Deluxe's acquisition of Solero Commerce, Zelle's international expansion, and new surcharge legislation affecting the payments industry.

June 19, 202640 min

The Missing Piece in High-Ticket Payments

In this episode of the Merchant Sales Podcast, James sits down with Bob Lovinger, Founder and CEO of FlexxBuy and CEO of Coach Financing, to discuss why consumer financing remains one of the biggest untapped opportunities for agents, ISOs, and software providers. From coaching programs and professional services to home improvement and medical practices, Bob explains how financing can help merchants close more sales, increase average ticket sizes, and create a better customer experience. The conversation explores the evolution of buy now, pay later, the growing demand for financing in today's economy, how financing fits into the sales process, and why many merchants are missing revenue simply because they aren't offering enough payment flexibility. Plus, Patti Murphy's Today in Payments segment covers the proposed $38 billion Visa and Mastercard settlement, interchange transparency, AI-powered payments, remittance taxes, and emerging automation trends shaping the industry.

June 12, 202648 min

How AI Is Transforming Merchant Portfolios

In this episode of the Merchant Sales Podcast, James sits down with Sebastian Builes Jinete, CEO of Arcum, to discuss how AI and payments data are transforming the way ISOs, acquirers, and processors manage their portfolios. From merchant activation and retention to win-back campaigns and partner monitoring, Sebastian shares how actionable intelligence can help organizations maximize revenue and make smarter decisions throughout the entire merchant lifecycle. The conversation also dives into the realities of entrepreneurship in the payments industry, including building a technology company, overcoming setbacks, finding product-market fit, and maintaining the conviction required to succeed. To learn more about Arcum, visit arcum.ai. Plus, Patti Murphy's Today in Payments segment covers stablecoin settlement, tokenized deposits, interchange legislation, and emerging payment innovations.

June 5, 202655 min

Building Business Value in the AI Era

In this episode of the Merchant Sales Podcast, James sits down with Lane Gordon, CEO of 733Park, to discuss how AI is reshaping software, payments, and business valuations. From merchant portfolios and SaaS models to vertical software strategies and acquisition trends, Lane shares what buyers are looking for today—and what business owners should be thinking about if they hope to build long-term value. The conversation explores the future of AI-powered software, why payments revenue remains so attractive to investors, how verticalization creates defensible businesses, and what separates companies that command premium valuations from those that struggle to find buyers. Plus, Patti Murphy's Today in Payments segment covers interchange legislation, crypto ATMs, international remittance taxes, emerging payment preferences, and other trends shaping the industry.

May 29, 202636 min

How Tap on Phone Is Changing Merchant Payments

Tap on Phone has been one of the most talked-about innovations in payments, but many agents still aren't offering it to merchants. In this episode of the Merchant Sales Podcast, James sits down with Vlad Sadovskiy, CEO of Netevia, to discuss why Tap on Phone is gaining momentum, the challenges behind bringing it to market, and how ISOs can use it to compete more effectively in a Square-dominated segment. They explore real-world use cases for salons, field service businesses, events, and mobile merchants, along with instant onboarding, funding innovations, and the growing importance of creating a seamless merchant experience across devices. Plus, Patti Murphy's Today in Payments segment covers fintech access to payment rails, stablecoin developments, fraud prevention initiatives, Mastercard's latest merchant risk tools, and new same-store sales data from across the economy.

May 22, 202650 min

The PayFac Opportunity

Traditional ISO models often leave agents waiting on approvals, relying on multiple systems, and giving up control throughout the merchant lifecycle. In this episode of the Merchant Sales Podcast, James sits down with Simon Kemp to discuss the growing opportunity around PayFac for ISOs and how new models are helping bridge the gap between traditional ISO relationships and full payment facilitation. They break down faster onboarding, real-time transaction visibility, AI-driven underwriting, gateway ownership, and why giving ISOs more control could fundamentally change the way payments businesses scale. Plus, Patti Murphy’s Today in Payments segment covers interchange legislation, AI trends, software provider complexity, and major shifts impacting the industry.