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B2B payments are a huge opportunity for the taking by ISOs and agents, says Roger McNamara, President of Guide2Interchange. Roger describes how to grow residuals by honing in on the unique needs and value prop for B2B merchants accepting card payments. Plus James explains 3 strategies for deploying successful ISO sales teams, and Patti reports on merchant card acceptance preferences.

Get answers to some probing questions. This video will give relevant advice that you don’t want to miss! Today I’m answering some great questions from an agent. He has a 200-location franchise interested in cash discounting. Listen and get answers to these questions and more.

This week, Ben Robinson, Director at Apeiron, describes a technology solution that keeps merchants processing online even when their Internet connections are down. Then, Patti reports on anticipated spending trends for the year-end holiday season, and James addresses a question on the minds of many ISOs: to 1099 or W2?

Kevin Smith, President of Secure Bancard, explains how his wholesale ISO has taken previously outsourced processes in house to boost efficiency, effectiveness and profitability. James offers advice on selling POS solutions, and Patti reports on a new Visa initiative to drive more contactless adoption among small and micro-merchants.

Bob Carr has been building successful ISOs since the 1980s, and in this week's episode he shares some secrets of his success. "You can still make good money in this business," Bob says. Bob, who latest venture is called Beyond Inc., describes how a commitment to training makes this possible. Plus, Patti reports on how the SBA is simplifying the PPP loan forgiveness process for some small businesses, and James explains why ISOs and agents should adjust their attitudes around selling cash discounting to dine-in restaurants.

"There's an app for that," says Steve Benson, CEO at Badger Maps. In this week's featured interview, Steve explains how mapping technology can help agents and can boost sales by at least 20% sales while driving 20% fewer miles. Then Patti reports on one big bank's play for Square merchants, and James has some tips for newbies.

Agents selling cash discounting have significantly stronger residual streams than those just selling traditional card processing, says Dave Fiegle, Vice President of Sales and Business Development at Retriever Merchant Solutions. The biggest obstacle to success isn't merchant attitudes, but agent buy in, Dave says. James continues on this theme during Questions from the field, and Patti reports on changing consumer shopping and payment habits.

Close 3 + times (without making them angry) by Merchant Sales Podcast

There are 2 strategies I see merchant sales reps using to succeed in 2020. In this special 20 minute podcast episode, James shares two paths to success that individual merchant sales reps and small ISOs are taking in 2020 to position themselves for the future. One of these paths might surprise you! Join James as he shares insights from his consulting trips, one on one coaching and interactions on social media to learn what the top merchant sales professionals are really doing in 2020 to grow their portfolio.

Discover challenges & opportunities of using telemarketers Building a team of telemarketers that can provide agents with a steady stream of solid leads takes time, but "it pays for itself in the long term," explains Dustin Magaziner, Partner at PayBright, in our featured interview. Then Patti reports on new rumblings in Washington over interchange. And James suggests a new telemarketing pitch: contactless payments.

An advanced sales technique – Buffer Statements Want to make double or triple your current income? There is an elite group of sales professionals who are the top 1%. Find out if you have the “X” factor and learn to use buffer statements.

Discover the value of adding high-risk accounts to your book Wondering if it's time to learn how to step out of your comfort zone and pursue high-risk merchant accounts? Josh Ewin, President & COO at Helios Payments, explains how Helios has built a strong book of business around high-risk businesses, like ecommerce, CBD and subscription services. Plus, Patti reports on growing demand for Buy-Now-Pay-Later services, and James offers insights on selling technologies and POS solutions.

How to get banks to send you merchant accounts on auto pilot. Learn the ins and outs of establishing valuable bank referral relationships with EPNA president Laura Calixte. As a follow up to this interview, James shares his thoughts on the future of statement analysis and online applications as well the new ISO Amp solution.

My all-time favorite opening pitch Which of my opening pitches has sold the most merchants? I’ve sold hundreds of merchant accounts; find out which opening has been my favorite.

Learn what SpotOn is up to with their latest acquisition and the keys to social selling in merchant services. RJ Horsley of SpotOn shares details of their latest acquisition, "Seat Ninja" and how they are integrating this software to help restaurant owners grow their business. In questions from the field, James talks about social selling and shares practical tips to sell more merchant accounts using LinkedIn.

Learn how to sell monster merchants and how "Listening" is the key to competing with Square. In this episode, we learn from Greg Forte of Boom Commerce about the reality of selling enterprise merchant accounts processing over $1mil in monthly volume. His 10 years experience come through in this insightful interview. In questions from the field, James answers a question about how to compete with Square, Paypal and Stripe by customizing your pitch through active listening. Don't miss this segment if you want to increase your closing rate.

How to be sure this industry is the right fit for you. Are you struggling in this industry or about to decide to join? Here are three reasons NOT to sell merchant services. Think through them carefully.

Tap into a great source of local leads and learn to manage your energy not your time. On this episode, Jaron Rice shares his experience partnering with 4 different Chambers of Commerce in his local area to create a steady flow of new merchant accounts. James discusses the power of managing energy, not just time in order to reach your potential!

Schedule more appointments on the phone by using The Pivot. Use this simple key for scheduling appointments on the phone. Let me teach you how to use The Pivot. You’ll love the results.

Learn how to Fight for Small Businesses and what is happening with Cash Discounting Technology. Jonathan Brooks at Business Warrior tells us how they are enabling ISOs to fight for small business with a unique technology offer. Then James talks about the state of Cash Discounting and Surcharge Technology and why the future might be processor agnostic with these programs.