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IndustryUpdate

Merchant Sales Podcast

Merchant Sales Podcast, moderated by Patti Murphy, senior editor at The
Green Sheet Inc., and James Shepherd, CEO of CCSalesPro, is geared for
ISOs and merchant level salespeople looking for ways to increase mer-
chant stickiness, attract new accounts, and learn about new products,
services and approaches that can enhance their own offerings. Episodes
contain interviews with industry innovators, along with advice, reports,
analysis and lively discussions on top-of-mind topics and trends for
engaged payments professionals.
Following are recaps of several recent episodes:

• Text to pay is here to stay: As demand for contactless commerce grows, text-to-pay has
become a must-have for every ISO and agent toolkit. The upside is a new source of recur-
ring revenue, said Larry Talley, founder and CEO at Everyware. Plus, Patti offers new
consumer spending insights, and James explains why Apple Pay is poised for growth.

• Learn to hit grand slams selling B2B: B2B is a huge market opportunity, but if you’re
selling on price, “your hitting singles, not grand slams,” said Roger McNamara, president
at Guide2Interchange. Discover how Guide2Interchange trains agents to be power hitters
selling B2B. Plus, James has a tip for grabbing a merchant’s attention when cold calling,
and Patti reports on potentially ominous stirrings in Washington.

• Helping restaurants on path to recovery: Discover SimplePay Restaurant Revitalization Plan,
which empowers ISOs and agents to help restaurants come back stronger from pandemic
slowdowns. The program offers cash discounting, along with cash grants and marketing support,
according to Ray Zak, SimplePay’s CEO. Plus, Patti reports on consumer spending plans, and
James discusses cash discounting and surcharging compliance..
• Helping restaurants contain rising interchange costs: Discover how Visa boosted trans-
action costs for some restaurants without raising interchange. Kyle Morgan, CEO at MPI,
explains how his company is helping restaurants deal with seemingly subtle shifts in
interchange pricing. And don’t miss Patti’s report on gift card trends and James’ tips for
getting past gatekeepers when calling on prospects..

• Secret to restaurant integrations: It’s simple. Just swap out the printer cable, according to
Dickson Chu, CEO at Copper Inc. Plus James explains option selling, and Patti reports on
a lawsuit involving ATM surcharges.
• Increase margins by offering automated email marketing: Discover how TableCrunch helps
ISOs and agents boost margins with an automated email marketing platform for Clover, Pax
and Poynt merchants. You can also download a free ebook at ccsalepro.com/tablecrunch. Plus,
James takes a question about generating leads through online marketing, and Patti reports on a
security flaw involving Apple Pay wallets.

• Create quality merchant leads: Discover how Rate Tracker, built by Adam Niec, helps
ISOs and agents generate lists of quality leads. Then stick around for James’s advice on
considerations that should precede decisions about rate increases, and Patti’s reporting on
COVID-related changes in payments that have staying power.

• Creating a next-gen ISO: Get a behind-the-scenes look at how Stax (formerly Fattmerchant)
worked with NMI to build a next-gen ISO, as James interviews Jacques Fu of Stax and Jen
Sherman from NMI. And after the interview, Patti’s reports on new small business formations
in the time of COVID.

All episodes are available on Spotify, Stitcher, iTunes
and the Merchant Sales Podcast page at www.greensheet.com/podcasts.php.

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