22:03:02 - Payments is a true entrepreneur's dream
22:03:01 - The many benefits of transparency
22:02:02 - One powerful question, a multitude of sales
22:02:01 - Take care of yourself first
22:01:02 - Gain confidence, grab opportunities in the new normal
22:01:01 - Short staffed doesn't mean short on service
21:12:02 - Be a disrupting influencer
21:12:01 - Now is the time to reassess and make needed changes
21:11:02 - New normal, new pains, new questions post-COVID
21:11:01 - Out with old questions in today's new normal
21:10:02 - Value your selling time by chucking maybes
21:10:01 - Listen and mirror your way to sales
21:09:02 - Don't duplicate: create your own brand of success
21:09:01 - Identify your targets, the top tenet for sales success
21:08:02 - Caring is the foundation our careers are built upon
21:08:01 - A protracted shutdown took us all by surprise
21:07:02 - Lasting, accelerated change in consumer behavior
21:07:01 - Challenges, opportunities in our new normal
21:05:01 - The profit rules - Part 3
21:04:01 - The profit rules - Part 2
21:03:01 - The profit rules - Part 1
20:12:02 - The enduring power of email
20:11:01 - It's critical to talk with your merchants now
20:10:01 - Do's and don'ts for MLSs during COVID-19
20:07:01 - Sell without selling
20:04:01 - Did you know your rates went up?
20:02:01 - Success begins with a conversation
20:01:01 - Don't sell the same way you shop
19:12:01 - Revamp your sales approach for 2020
19:11:01 - Use words to save, not kill deals
19:10:02 - Help merchants meet customers' changing payment needs
19:09:02 - What matters most when selling POS solutions?
19:08:02 - Overcome merchants' frustration in four steps
19:07:01 - What salespeople can learn from painters
19:06:01 - Don't copy the competition
19:04:02 - In sales, words can kill
19:03:02 - Merchants first, technology second
19:02:02 - Knowledge, the most important tool of all
19:01:02 - The right side of the pay line
18:12:01 - The need to act with urgency and purpose
18:11:01 - Failure is integral to entrepreneurial success
18:10:01 - Phone conversations still integral to merchant services
18:09:01 - Place your trust with care
18:08:01 - Eliminate baggage after rejection
18:06:02 - Why surprising merchants is a smart way to sell
18:05:02 - Signing isn't the be all, end all
18:04:01 - Focus on what you control and take charge
18:03:01 - Bells and whistles aside, essential POS purpose endures
18:02:01 - Active listening - good for voice and pocketbook
18:01:01 - Don't let acquisitions catch you off guard
17:12:01 - Adapt to changes step by step in 2018
17:11:01 - Take an aerial view of your decision process
17:09:01 - Learning from loss leads to future wins
17:08:02 - The real reason so many newbies fail
17:07:02 - Choose optimism, it's good for business
17:06:02 - Know your role, not every last detail
17:05:01 - One. Thing. At. A. Time.
17:04:01 - Honesty sells
17:03:01 - The give and take of referral success
17:02:01 - Lessons from the past that apply today
17:01:01 - Why do you work?
16:12:01 - Manners matter in email
16:11:01 - Which merchants fit you best?
16:10:01 - Address payment security during the sales process
16:09:01 - Become an agent of change in payments
16:08:01 - Conservative entrepreneur
16:07:01 - Taking stock at mid-year 2016
16:06:01 - It takes more than sales to sustain an ISO
16:05:01 - Review residual reports, protect your profits
16:04:01 - The hybrid approach to sales
16:03:01 - Recognize, react, adapt
16:02:01 - Make 2016 the year of the profit
16:01:01 - Build your business with trust in 2016
15:12:01 - Choose bold, new transparency for 2016
15:11:01 - Conduct your own personal audit
15:10:01 - Sell business solutions first, processing second
15:09:01 - Bring Tour de France teamwork to your business
15:08:01 - Staying informed in the payments biz: A sane approach
15:07:01 - When was the last time you inventoried your tools?
15:06:01 - Using emotion to your advantage
15:05:01 - Face fears before changing course
15:04:01 - Differentiate and build trust to stand out
15:03:01 - How do you decide which terminals belong in your toolbox?
15:02:01 - New tools for a new era
15:01:01 - Three practices to solidify success in 2015
14:12:01 - Like baseball, pitching payments takes practice
14:11:01 - Taming fires on the evolutionary road
14:10:01 - Pay attention, limit attrition
14:09:01 - Race to the top
14:08:01 - Tune up your tone, MLSs
14:07:01 - Stand up, be brief, sit down
14:06:01 - Think like a marathon runner
14:05:01 - Debunking four myths about our future
14:04:01 - A strong work ethic in today's payments sphere
14:03:01 - Bolster skills before you need them
14:01:02 - Both optimism and pessimism present challenges
13:12:02 - Make every day count
13:11:02 - Let merchants say no to you
13:10:02 - Time to plan for 2014
13:09:02 - Busting myths about change
13:08:02 - Strengthen your sales muscle memory
13:06:02 - Conquer your to-dos in three simple steps
13:05:02 - Ethics and sales success
13:04:02 - Stand out by being true to yourself
13:03:02 - Don your 'brown shoes' and differentiate yourself
13:03:01 - Are leave behinds integral to the sales process?
13:02:02 - Heed merchants' red flags to strengthen your business
13:02:01 - Lessons from that first call
13:01:02 - Tack like a sailor to strengthen your sales
13:01:01 - Thwart SAD: Winterize your sales plan
12:12:02 - Five predictions for 2013
12:12:01 - Building a road map for the coming year
12:11:02 - Are you a 10?
12:11:01 - Make large merchants your gravy
12:10:02 - Formal sales training or OJT?
12:10:01 - The song and dance of reputation building
12:09:02 - Start with a strong foundation
12:09:01 - Perry Mason and the post mortem
12:08:02 - Stocking your MLS toolbox
12:08:01 - The secrets to overcoming objections
12:07:02 - Why should a merchant be fired?
12:07:01 - When you hit the doldrums, start rowing
12:06:02 - How to avoid post-close mistakes
12:06:01 - Do your best and move on - no matter what
12:05:02 - The hard, but valuable lessons of failure
12:05:01 - How to avoid that 'What just happened?' moment
12:04:02 - Lessons for a lifetime
12:04:01 - Plotting a prosperous future
12:03:01 - When warm leads become elephants
12:02:01 - Turn no into knowledge
12:01:01 - Keep it honest in 2012
11:12:01 - Pushing past roadblocks to success
11:11:01 - Caution: Assumptions ahead
11:10:01 - Trust in transparency
11:09:01 - Learn to be a change pro
11:08:01 - Dress for successful sales
11:07:01 - Use communication to cut merchant attrition
11:05:01 - Ask, don't sell
11:04:01 - Projecting confidence, inspiring trust
11:03:01 - Stockholm Syndrome and the payment pro
11:02:01 - The risks of riding the gravy train
11:01:01 - Evaluating the value (and cost) of training
10:12:01 - Stay tuned to your needs when selling
10:11:01 - Become a payment superhero
10:10:01 - Prepare for shifting payment seasons
10:09:01 - Considering consequences improves results
10:08:01 - Avoid 'always be closing' and other old traps
10:07:01 - Managing your most important asset
10:06:01 - A primer on accountability
10:05:01 - Two steps toward plentiful referrals
10:04:01 - Say less, sign more
10:03:01 - The nuances of the question, Why?
09:12:01 - Creating positive consequences:
Three tips
09:11:01 - Start with ripples, not waves
09:10:01 - A practiced approach
09:09:01 - Do's and don'ts of merchant mining
09:08:01 - Call reluctance: Diagnose it and treat it
09:07:01 - Smart specialization
09:06:01 - Margin compression: It's in your hands
09:05:01 - Facing the elephants
09:04:01 - Pull back the expense curtain
09:03:01 - Be an antidote to panic
09:02:01 - Stand by your plan
09:01:01 - Weathering the coming payment storms
08:12:01 - A little analysis, significant rewards
08:11:01 - R-E-S-P-E-C-T
08:10:01 - Who moved my merchants?
08:09:01 - Admit, own, fix your bloopers
08:08:01 - Invest in trust
08:07:01 - Change, a rewarding discomfort
08:06:01 - Allies in accountability
08:05:01 - No foundation, no success
08:04:01 - Make a plan to avoid failure
08:03:01 - Annihilate attrition
08:02:01 - Residual report review
08:01:01 - Drill down to the fine print
07:12:01 - Small merchants mean big future
