The payments landscape is changing fast—and many ISOs are struggling to keep up. In this episode of the Merchant Sales Podcast, James sits down with Ben Griefer, COO of Maverick Payments, to break down what it really takes to stay competitive today, from choosing the right upstream partners to balancing risk, operations, and sales focus. They dive into the tradeoffs between going direct vs partnering, how infrastructure decisions impact growth, and why the most successful ISOs are doubling down on sales while leveraging the right back-end support. If you’re building or scaling an ISO, this episode offers a clear look at what’s working right now—and where the industry is headed.

In a market where pricing and equipment have become completely commoditized, agents are struggling to stand out and win deals. In this episode of the Merchant Sales Podcast, James sits down with Jeff Moskowitz, CEO of Tuzo Rewards, to explore a different approach—using rewards to shift the conversation away from price and toward value. They break down how agents can use rewards to create better first conversations, increase engagement, and close more deals without competing on basis points. Plus, Today in Payments covers fraud trends, AI in payments, tap-to-pay adoption, and emerging innovations shaping the industry.

Most agents are stuck competing for small accounts where pricing is everything—but enterprise deals play by a completely different set of rules. In this episode of the Merchant Sales Podcast, James sits down with Jerry Gialanella of Fort Point Payments to break down what it really takes to win larger merchants, from shifting your mindset to focusing on real business problems instead of basis points. They dive into how to uncover true merchant pain points, manage longer sales cycles, and leverage the right partnerships to close complex deals. Plus, Today in Payments covers rising interchange costs, pay-by-bank momentum, and key trends shaping the future of the industry.

Most agents are focused on saturated markets like retail and restaurants—but the real opportunity may be in B2B. In this episode of the Merchant Sales Podcast, James sits down with Russ Hayes and Mike Hayes to break down how ISOs and agents can tap into manufacturers, distributors, and contractors to unlock larger deals and long-term growth. They discuss why integrated invoice and ACH solutions are in high demand, how to get in front of the right decision-makers, and what it takes to build a scalable B2B portfolio. Plus, Today in Payments covers global surcharge changes, digital wallet trends, and key shifts shaping the future of payments.

Most agents get stuck competing for the same small accounts, fighting over price in crowded verticals like restaurants and retail. In this episode of the Merchant Sales Podcast, James sits down with Josh Holden to break down what it really takes to move upmarket—targeting larger businesses, focusing on specific verticals, and building a strategy that actually scales. They dive into hiring strategies, W2 vs 1099 models, building trust with bigger clients, and why shifting your focus can unlock higher-value deals and long-term growth. Plus, Today in Payments covers major industry updates including debanking concerns, cash acceptance laws, and the expansion of global payment platforms.

ACH has long been a frustrating part of payments — slow settlement, complex onboarding, and limited control. In this episode of the Merchant Sales Podcast, James Shepherd sits down with Will Messina, CEO of GrailPay, to break down how modern infrastructure is transforming ACH. They discuss why legacy ACH has struggled for decades, how better risk modeling enables faster funding, and what it takes to create a seamless experience for agents, ISOs, and merchants. The episode also features Patti Murphy’s Today in Payments segment, covering Walmart’s AI checkout results, new interchange legislation, Klarna’s growth, and Mastercard’s move into stablecoins. If you’re an agent or ISO looking to improve cash flow, reduce risk, and stay competitive, this episode is a must-listen.

In this episode of the Merchant Sales Podcast, James Shepherd talks with Satheesh Kanchi, founder and CEO of OneHubPOS, about the growing opportunity for ISOs and agents to offer a processor-agnostic, white-label POS solution. They discuss how OneHub is approaching restaurant and specialty retail verticals, what makes a unified POS platform different from fragmented app-based systems, and why flexibility matters for agents looking to build their own brand in a competitive market. The episode also features Patti Murphy’s Today in Payments segment, covering retail sales growth, buy now, pay later adoption, payment processing expansion, and Brinks’ acquisition of NCR Atleos’ ATM business. If you’re an ISO or agent looking for new ways to create value and expand beyond traditional processing, this episode highlights a compelling path forward.

In this episode of the Merchant Sales Podcast, James Shepherd explores some of the biggest developments shaping the payments landscape today. He discusses the rapid growth of digital wallets like Apple Pay, increasing merchant acceptance of cryptocurrency, and new payment frameworks emerging for cross-border transactions. He also highlights an important reality in payments: technology may evolve quickly, but consumer adoption often takes much longer. The episode also features Patti Murphy’s Today in Payments segment, covering key industry updates including mobile wallet usage trends, crypto adoption among merchants, new cross-border payment initiatives from SWIFT, and Elon Musk’s plans for the upcoming X Money financial super app.

High-risk merchants represent one of the biggest, and most misunderstood, opportunities in merchant services. In this episode of the Merchant Sales Podcast, James Shepherd speaks with Julie Franke, owner of Electronic Merchant Services, about what really defines a high-risk merchant account and how agents can succeed in this specialized segment of the industry. They break down the different types of high-risk classifications, the role of sponsor banks, and why chargebacks, reputation risk, and business structure all impact how accounts are approved. Julie also shares practical strategies for agents looking to enter the high-risk space, including why focusing on a specific vertical is critical, how to manage volume caps and reserves, and where successful agents are actually finding these merchants. Plus, Patti Murphy’s Today in Payments segment covers buy now, pay later regulation, card spending trends, RTP growth, and other key developments shaping the payments industry. If you’re looking for new opportunities beyond traditional merchant accounts, this episode explains how high-risk processing can become a powerful niche.

The payments industry is shifting, and for ISOs, the future increasingly belongs to software. In this episode of the Merchant Sales Podcast, James Shepherd sits down with David Robinson, CEO of MyDevTeam, to discuss how payment companies and agents can transition from traditional processing models into software-driven businesses. They break down what it really takes to build technology, how ISOs can identify opportunities within their merchant base, and why vertical software and integrated solutions are becoming essential for long-term growth. They also explore the realities of software development, common misconceptions about AI, investment expectations, and the massive valuation upside of becoming a technology-driven organization. Plus, Patti Murphy’s Today in Payments segment covers buy now, pay later trends, surcharging debates, ATM fraud, and major industry developments impacting merchants and payment professionals. If you want to understand where merchant services is headed, and how to stay competitive, this episode is a must-listen.

Interchange fees are one of the largest — and most misunderstood — costs in merchant services. But new changes from Visa are reshaping how optimization works and creating new opportunities for payment professionals. In this episode of the Merchant Sales Podcast, James Shepherd speaks with Jeremy Layton, CEO of Verisave, about interchange optimization, Visa’s new Commercial Enhanced Data Program (CEDP), and how merchants can reduce processing costs without switching providers. They explain how interchange works, why many merchants overpay, and how real transaction data is becoming critical under Visa’s new rules. The episode also explores how ISOs and agents can partner on cost reduction programs, unlock new revenue opportunities, and help larger merchants who aren’t looking to switch processors. Plus, Patti Murphy’s Today in Payments segment covers major industry developments including Europe’s move toward a new payment network, rapid growth from Toast and Zelle, and emerging payment innovations. If you’re a merchant sales agent or ISO owner looking for new ways to deliver value — and generate revenue — this episode is a must-listen.