Merchant services strategy from inside the field.
Merchant Sales Podcast tracks the sales, software, risk, and regulation questions shaping merchant services. Episodes move from agent-level tactics to bigger shifts like payment orchestration, instant payments, interchange rules, and vertical software strategy.
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Merchant Sales Podcast is a long-running industry show about selling, building, and adapting inside merchant services. It is not a broad consumer fintech show. Its center of gravity is the working life of agents, ISOs, ISVs, and processing executives who have to find merchants, explain value, manage risk, and decide which payment trends are actually useful. Episodes often start with a specific market shift, then pressure-test it against real sales and onboarding questions. B2B payments, for example, are framed around manufacturers, wholesalers, invoices, decision-makers, brand awareness, cold outreach, and the value proposition that gets a payment conversation moving. Enterprise sales are treated as a move away from crowded restaurant and retail categories toward larger vertical deals and different compensation models. ACH infrastructure is not just a faster-payments topic; it becomes a conversation about instant onboarding, gateway integration, risk handling, and combined ACH and card deposits. The software theme is just as strong. Recent episodes look at processor-agnostic POS, payment orchestration, and the ISO-to-ISV transition, with attention to what it costs to build software and how teams decide what to build first. High-risk processing gets unusually concrete, covering multiple mids, sponsor banks, load balancing, and VAMP. Interchange optimization gets similar treatment, with CEDP, cost-reduction programs, and the money at stake for processors and merchants. The recurring Today in Payments segment widens the lens without losing the industry focus. Patty Murphy brings in updates on interchange regulation, digital wallets, stablecoins, agentic commerce, acquisitions, layoffs, platform policy, and global processing. The show’s strength is its habit of translating payment-industry jargon into commercial consequences. A listener comes away with a sharper sense of who is affected, what the sales angle might be, and where the operational friction sits. It is technical when the subject requires it, but the goal is always practical understanding.
Made for: For payment agents, ISOs, ISVs, processing executives, and sales teams trying to build or modernize a merchant portfolio. It also suits payments professionals who want industry news tied back to practical selling and onboarding realities.
What sets it apart: The show connects payments trends to the day-to-day mechanics of merchant services sales. It moves quickly from market language to concrete questions about verticals, sponsor banks, software builds, risk, and revenue.
A collaboration between The Green Sheet and CCSalesPro.com, this weekly podcast provides insights for ISOs and Agents who want to build their merchant portfolio. Learn how to sell merchant services and listen to interviews with industry experts.
Based on 5 episodes we listened to · September 2026
James Shepard makes payment infrastructure practical by following its software, pricing and sales consequences all the way to operating decisions.
Merchant Sales Podcast treats payment processing as a working technology business, where software choices, card-network rules and sales strategy meet inside the same merchant account.
James Shepard asks what your payments software pivot costs before he lets the big idea off the hook.
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Short reviews from the PlayNext desk, based on the episodes we processed.
A grounded sales map for B2B payments, from outreach tactics to where the market may move next.
The Merchant Sales Podcast treats B2B payments as a sales problem first, and that makes the conversation easy to follow. Russ and Mike Hayes focus on why the channel has not yet captured a multi-trillion dollar opportunity, then move into the practical work: finding the right…
High-risk processing, bends, and VAMP make this a practical merchant-account episode.
Merchant Sales Podcast turns to high-risk processing, with James Shepherd bringing in Julie Franke to explain what makes a merchant account high-risk and to share practical ways to approach those verticals.
A grounded look at how payments operators start thinking like software builders.
This discussion looks at how payments businesses begin to think more like software companies, with James Shepard tying that shift to software development and the needs of the industry.
A practical look at interchange optimization, agent referrals, and payment cost reduction.
Merchant Sales Podcast uses this episode to focus on CEDP, interchange optimization, and Verisave's new agent-referral program. James Shepard brings on Jeremy Layton, who works at Verisave in payments cost optimization, and the conversation stays rooted in how cost reduction…
A 2026 strategy talk for merchant services teams weighing focus, reach, and control.
James Shepherd frames this Merchant Sales Podcast episode around a practical 2026 question: when a merchant services business should lean into vertical specific solutions, and when a generalized model still holds up.
Practical sales training without motivational fog.
Technical sales beyond the offer.
Sales coaching with crown-level momentum.
Mike Collins, head of Square's reseller channel, argues that agents can no longer win with the pitch "I can save you some money" and must bring technology that solves real problems.
Merchant Sales Podcast spends this episode on the B2B payments opportunity.
This episode features a discussion with Josh Holden about transitioning from small business to enterprise sales in the payments industry, covering vertical markets, sales models, and business scaling.
This episode features an interview with GrailPay's CEO about ACH infrastructure and instant payments, followed by news segments on Walmart's AI shift, interchange regulations, and MasterCard's StableCoin acquisition.
This episode features an interview with Seth Conchie, founder and CEO of OneHub PLS, discussing processor-agnostic point of sale solutions and strategic opportunities for ISOs in the payments industry.
This episode explores payment orchestration as an emerging trend in the payments industry, explaining how it impacts ISOs, ISVs, and agents by commoditizing processors and gateways.
James Shepherd opens by framing the show around high-risk processing.
James Shepard opens the show by talking about his own software background and why software development matters for growth in the payments industry.
James Shepard opens with CEDP.
James Shepherd spends the episode on a 2026 strategy question.
This episode discusses the differences between processor-agnostic software and processor-owned platforms in the payments industry, featuring insights from Alan Kopelman and announcements about new software launches and sponsorships.
This episode explains six reasons why Independent Sales Organizations (ISOs) and Independent Software Vendors (ISVs) struggle to work together effectively in the payment industry, offering insights and potential solutions.
This episode discusses the future challenges of the ISO model, including recruiting and training agents, and introduces a program by Fullstack Payments that provides vertical-specific mobile solutions to enhance merchant sales.
This episode features an interview with Gus Torres, an industry veteran who shares his journey from being an agent to running his own ISO, along with discussions on industry updates like the Credit Card Competition Act and BNPL regulations.