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IndustryUpdate

Ring in the New Year with Merchant Sales Podcast

eads up, ISOs, merchant level salespeople and other merchant services
providers, the Merchant Sales Podcast ended 2023 with content designed
just for you. Moderated by Patti Murphy, senior editor at The Green Sheet
H Inc., and CCSalesPro CEO James Shepherd, the podcast offers advice on
developing issues and cutting edge approaches to help you add value to your offer-
ings, reduce merchant churn and attract new business. Recent podcasts include:
• The segmented sales process (merchant sales in 2024 and beyond): In this episode, James
shares thoughts on building a sales process that is relevant for 2024 and beyond. Our industry, he
points out, is more complex and competitive than ever, but many ISOs and ISVs are depending
on outdated sales processes and trying to fit a square peg in a round hole. James walks listeners
through the five stages of a segmented sales process for payments and integrated technology and
discusses how each stage should be handled to create an overall sales experience that works for
the merchant.
• Processor-agnostic POS solutions for restaurants: HotSauce POS is a processor-agnostic
restaurant POS solution built for ISOs and agents to sell, Kai Hsu tells James and Patti in this
episode's featured interview. "We don't compete with the people feeding us," the HotSauce CEO
said. Then James talks about how confidence and expertise add up to sales success, and Patti
reports on a new pay-by-bank solution from Chase and Mastercard.

• Selling compliant surcharging to QuickBooks merchants: Compliant Surcharging is more
popular than ever with card-not-present merchants, but reconciliation with Quickbooks can be a
challenge. In this webinar, James is joined by Biller Genie President Garima Shah to discuss how to
make surcharging work for these merchants and the process Biller Genie went through to design
and implement a seamless, processor agnostic surcharging integration with Quickbooks. There
is a huge market segment of merchants who are invoicing their clients and using Quickbooks, a
market largely untapped by the ISO/agent community. Surcharging, James points out, is your best
chance at generating interest. Find out about this opportunity and how to build a solid book of
business while helping these merchants cut costs.

• Future 1099 agent programs in payment processing: The challenge in this type of program
is in backing up agents with reliability and expert support, explains Ben Ross, COO at Green
Payments, an ISO built around the 1099 sales model. "We consider ourselves an independent
support organization," Ben says. James continues the theme, discussing what processors need to
be doing today if they want to be successful with 1099 agents, and Patti wraps up the episode with
a report on the BNPL market.
• Building a high-risk portfolio: Watch this replay of the special live event where we discuss
high-risk processing and how to build a portfolio in this profitable segment of the industry. We
also give away James' latest ebook on this topic, which was created with the help of Maverick
Payments, the sponsor of this event. James interviews Ben Griefer, COO at Maverick, to discuss
the best practices to find, sell and service high-risk merchants. As our industry continues to shift
towards card-not-present transactions, there has never been a better time to understand how
high-risk processing works and explore the best ways to build a profitable book of these merchant
accounts.

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

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