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IndustryUpdate

Explore timely, evergreen topics on Merchant Sales Podcast

potlighted here are several recent episodes of the Merchant Sales Podcast moderated
by Patti Murphy, senior editor at The Green Sheet Inc., and CCSalesPro CEO James
Shepherd. For ISOs, merchant level salespeople and other merchant services provid-
S ers, this podcast is a must catch resource for thriving in your career in payments:

• Making more and better sales by providing options: This week Patti and James interview Mike Peters,
who stepped in as CEO at Beyond as Bob Carr shifted his full-time focus to his philanthropic pursuits.
They discuss the structure and strategy of the company and how integrated payments will shape the
future for feet on the street sales professionals. James follows up with his take on tech companies becoming
ISOs. And Patti’s insider’s report focuses on the metaverse and what payments professionals should know
about it.
• Growing your portfolio through strategic partnerships: This discussion explores how Reliable Payments
is building a book of business through a network of referral relationships. “Above all else you need to be
there,” Reliable’s Patrick Gallagher explains in the episode's featured interview. “Nothing grows if you’re
not present.” Continuing on this theme, James offers advice on hiring strategies for growth. Then Patti
reports on the decision to create a new MCC code for gun shops.

• Offering card-present solutions to ISVs: Caleb Avery, founder and CEO of Tilled, is passionate about
software-led payments. His passion shines through in this week’s featured interview when he discusses
Tilled’s partnership with Aevi, and how it creates a true omnichannel approach to Tilled’s Payfac-as-a-
Service solution. James follows with his response to a question from the field on branding, and Patti reports
on the blowback over plans for an MCC code for gun shops.

• Networking for success: This episode reveals how Metro Payment Technologies has grown its merchant
portfolio through networking and referral partnerships. Follow-up is crucial, Joan Winnington, director of
operations and marketing at Metro, points out in this week’s featured interview. Then James offers steps to
successful networking. Plus, Patti reports on regulatory rumblings around BNPL.

• How regulation has and could upend the card industry: This week James and Patti speak with Elaina
Smith, CFO at Secure Bancard, about how the Durbin Amendment changed the debit card market and how
Sen. Durbin has offered similar legislation targeting credit cards. James offers insights on what, if any,
impacts ISOs and agents can expect if Sen. Durbin’s proposal is passed, and Patti provides an overview of
the legislation itself.
• The future of crypto acceptance (mainstream?): This episode delves into crypto acceptance with
Abdullah Tharoo of Pay Koncept, which has pioneered crypto acceptance for mainstream merchant types
such as jewelers. Then, James talks about the future of payment processing as it relates to alternate forms
of payment. The discussion explains how to adjust your strategy for ACH (Fed Now), P2P (Venmo and
Zelle), and new forms of value exchange such as crypto. If you want to know what's in store for payment
acceptance, this is a must-listen episode.
• How the payments industry works (deep dive): In this week’s episode, long-time industry professional
Kristin McWilliams explains the inner workings of the payments industry in a practical way. She answers
questions such as whether your ISO should become a payfac, whether you should register, what a wholesale
ISO is, and more. Then, James talks about taking sales seriously, and Patti provides an update on Zelle and
the fraud issues the service is experiencing.

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

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