Merchant Sales Podcast

Payroll is one of the most overlooked revenue opportunities for payment professionals. In this episode, James Shepherd talks with Evan Perdikouris, President of Nexroll, about how payroll fits naturally alongside payments and how agents can generate new residual income without becoming payroll experts. They break down the economics, the best merchant targets, and simple referral strategies that deepen relationships and increase stickiness. Plus, Patti Murphy joins James for the latest Today in Payments segment, covering key industry updates you need to know. If you’re looking to expand beyond processing and add a high-value service your merchants already need, this episode will show you how to get started.

In this episode, James Shepherd sits down with Blake Wilson for a behind-the-scenes conversation on a rare evolution in merchant services - an ISO scaling the traditional agent channel while simultaneously transforming into a SaaS and technology company. They dig into what it really takes to choose a vertical, build or buy software the right way, and execute integrated partnerships without losing the compensation structures and economics that agents rely on. This is a practical, honest look at vertical focus, tech ownership, and building leverage at scale, without treating either path like a one-size-fits-all answer.

In this week’s episode of the Merchant Sales Podcast, James Shepherd sits down with Chris Del Grande, payments entrepreneur and ISO operator, for an in-the-weeds conversation on scaling merchant portfolios through the 1099 agent model. They break down what it really takes to grow at scale - where agents struggle, how ISOs can better support them, and why the 1099 channel remains one of the biggest opportunities heading into 2026.

As the industry shifts gears into a new year, James Shepherd sits down with Allan Noe for a timely conversation focused on growth, goal setting, and building the right partnerships to scale an ISO. Allan brings deep experience helping payments businesses grow through strategic relationships - including associations, bank referral programs, and other partnership-driven models that create long-term leverage. This episode offers practical perspective for agents and ISOs looking to start the year with clarity, prioritize the right opportunities, and think more strategically about how partnerships can accelerate growth in today’s payments landscape.

As the payments industry looks toward 2026, many agents and ISOs are realizing the traditional agent model is under pressure. In this episode, James Shepherd sits down with Keith Sampson for an honest conversation about burnout, goal setting, and why chasing high splits often leads to unsustainable businesses. Keith shares lessons from building and exiting companies, navigating personal and professional burnout, and rethinking how payments fits into a larger long-term strategy. Together, they break down why the agent model is changing, how to think differently about referral versus dealer structures, and what it really takes to build lasting wealth in today’s integrated payments landscape. The episode also includes a Today in Payments segment with Patti Murphy, covering timely industry news and updates not included in this interview.

In this week’s episode of the Merchant Sales Podcast, James Shepherd sits down with Juan Ortiz for a motivating and strategy-packed conversation on setting goals for 2026 and choosing the right vertical. Juan shares practical guidance for agents and ISOs on how to focus, niche down, and build a plan that actually drives measurable growth in the coming year. Together, they dig into the challenges reps face today and the mindset shifts needed to win in an increasingly verticalized payments landscape. After the interview, James and Patti Murphy bring you another Today in Payments update, offering a quick look at what’s happening across the industry right now.

In this week’s episode, James Shepherd sits down with Allen Kopelman, CEO of Nationwide Payment Systems and host of the B2B Vault podcast, for a wide-ranging discussion on the biggest shifts reshaping merchant services today. From the Visa/Mastercard settlement and VAMP chargeback rules to the growing pressure on ISOs to own their tech stack, Allen shares what he’s seeing firsthand — and why agents must rethink how they sell, support, and position technology to compete in 2026 and beyond. They break down the rise of processor-agnostic software, the future of hardware, the growing push for ISOs to streamline onboarding with automated funnels, and how agents can stay relevant by focusing on the right verticals, the right partners, and the right products. After the interview, James and Patti Murphy dive into a new Today in Payments, breaking down fresh data on holiday spending, the continued rise of Buy Now, Pay Later, and the growing momentum behind real-time payments like RTP and FedNow—and how they compare to legacy ACH rails.

In this week’s episode of the Merchant Sales Podcast, James Shepherd welcomes back Steven Morris for a direct and practical conversation about the mistakes agents commonly make when entering the merchant services industry. Steven shares real-world insights from the front lines, what slows agents down, what causes deals to fall through, and how new reps can build a stronger foundation for long-term success. After the interview, James and Patti Murphy team up for another insightful Today in Payments, covering the latest headlines and shifts shaping the payments landscape.

In this episode, James Shepherd delivers a straightforward, easy-to-understand explanation of what credit card processing is and how it works, from the basics of authorization and settlement to the role of processors, acquirers, and merchant accounts. Whether you're new to payments or need a refresher, this is the perfect foundational guide to help you understand the moving parts behind every transaction and how they connect to merchant sales. After the lesson, stick around for Today in Payments with Patti Murphy, where James and Patti cover the latest industry headlines.

In this week’s episode of the Merchant Sales Podcast, James Shepherd shares a replay from a recent live event with partners at TCG, diving deep into today’s high-risk landscape—and why VAMP is creating massive disruption for Shopify merchants. James breaks down what high-risk accounts really are, how VAMP is triggering holds and shutdowns across Shopify, and why this shift is driving a surge of merchants urgently seeking new processing options. You’ll also hear insights on how agents and ISOs can capture these opportunities by leveraging the Full Stack Payments app in partnership with TCG. After the replay, stick around for Today in Payments with James and Patti Murphy as they unpack the latest industry headlines, including major developments around the Visa–Mastercard settlement and other news shaping the week.

As the payments landscape continues to evolve, how should ISOs, agents, and software providers approach 2026—by going all-in on vertical-specific solutions or by refining generalized offerings that can serve a wider market? In this solo episode, James Shepherd shares hard-earned insights from his experience running both CCStorage, a vertical-specific solution, and Stackably, a more generalized tech platform. He breaks down the advantages and challenges of each approach and offers practical advice on how to align your strategy for growth, innovation, and long-term success in the coming year. Whether you’re building software, growing an ISO, or rethinking your 2026 roadmap, this is an episode you won’t want to miss.

This week on the Merchant Sales Podcast, James Shepherd revisits a topic many thought was long gone — leasing. With today’s advanced and often expensive POS hardware, leasing is once again becoming a smart tool for ISOs and agents to close deals and increase adoption. James sits down with Robert Ensminger to discuss modern leasing strategies, real-world use cases, and how to position leasing as part of a profitable merchant services offering. They break down what’s changed, what still works, and how agents can use leasing to drive portfolio growth. After the interview, James and Patti Murphy tackle this week’s top headlines in their Today in Payments segment. Check out the latest blog post from Today in Payments: https://todayinpayments.com/blog/ai-bnpl-and-the-future-of-payments

Don’t miss the replay of our live event where James Shepherd, Jon Shirey, and Gabe Pinchev introduced a powerful new opportunity for agents and ISOs: reselling FieldPulse through the Full Stack Payments app. You’ll see how FieldPulse helps contractors in industries like HVAC, plumbing, and electrical manage scheduling, invoicing, and payments—all in one simple platform. With full dual pricing support and a native QuickBooks integration, it’s a complete solution for busy service businesses. We also covered how to position FieldPulse with prospects, set demos, and grow long-term residuals through the Full Stack ecosystem. If you’re looking to break into the trades and boost your portfolio, this is a must-watch. Also, don't miss the latest Today in Payments episode with Patti Murphy. Check out the blog post here: https://todayinpayments.com/blog/rtp-growth-aws-disruptions-and-a-mobile-wallet-showdown

In this week’s episode, James Shepherd takes listeners behind the curtain of a new strategic partnership between Netevia and Stackably—a collaboration designed to target three highly specific verticals through custom-built technology and focused marketing. James is joined by Ben Shirey, who leads Stackably, and Isail Flores from Netevia, who brings more than a decade of experience working in these verticals. Together, they break down how this partnership came together, what makes it unique, and how ISOs and tech companies can think differently about vertical specialization in payments. While this is not part of Stackably’s reseller channel, the conversation offers a rare look into the kind of strategic deals shaping the next generation of payment partnerships. Interested in learning more about how Netevia supports innovation in payments? Visit netevia.com/ccsalespro. Check out the latest Today in Payments blog post: https://todayinpayments.com/blog/cash-loyalty-digital-gifting-and-crypto-warnings

Don’t miss the replay of our live event where I sat down with Jon Shirey, CEO of Full Stack Payments, and Greg Olesnycky, Founder & CEO of Micros Restaurant Systems, to unveil a powerful new partnership built for the enterprise restaurant space. In this session, we explored how agents can now access high-volume and multi-location restaurant accounts that were previously out of reach—and how to turn those opportunities into long-term residual income. You’ll learn how to identify ideal prospects, position the integrated solution, and use the Full Stack Payments platform to streamline demos and deal flow. This is a must-watch for anyone looking to break into the enterprise restaurant space and build a powerful portfolio of high-value clients.

Don’t miss the replay of our live event where James Shepherd, Jon Shirey, and Ben Shirey introduced Stackably—a new brand built to help agents win and retain more merchant accounts. You’ll get a first look at Payment Stack, a simple, all-in-one solution with free hardware, software, dual pricing, and native apps for both merchants and their customers. It’s the first of many feature sets designed to help agents grow long-term, high-value residuals. Then, Patti Murphy joins James for Today in Payments with insights on the latest updates in the industry. Plus, Rich Norton shares some sales tips. If you’re ready to reduce churn and strengthen your portfolio, this is a must-watch.

Stablecoin is more than hype—it’s creating real opportunities in high-risk and e-commerce. In this episode, James Shepherd sits down with Stan Pacovsky of Payment Servers to explore how stablecoin payments are being applied today and what the future could look like. Then, Patti Murphy joins James for Today in Payments with insights on the latest industry shifts, including changes in B2B transactions and new data on surcharging. Plus, Rich Norton returns to share practical strategies for selling integrated payments and POS solutions—can you still close the deal in one call? Don’t forget: Join James on Monday, September 29th at 4PM EST for the official Stackably launch event. Get an exclusive demo of the Full Stack Payments app and the first “Payment Stack” feature set. Register now at ccsalespro.com/stack. Check out this week's episode of Today in Payments: https://todayinpayments.com/blog/the-debit-divide-courts-cards-and-change

Should software be processor-agnostic, or is there an advantage when processors own and operate the technology? In this episode, James Shepherd sits down with longtime industry expert Allen Kopelman to unpack the differences, tradeoffs, and future of payments software. They explore how these models impact agents, ISOs, and merchants—and what’s really driving the debate behind the scenes. Plus, don’t miss the official launch of Stackably, the newest division of Full Stack Payments, on September 29th at 4PM EST. Register now at ccsalespro.com/stack.

Integrated payments are reshaping the industry, but success looks very different depending on whether you’re an ISV or an ISO. This week, James Shepherd sits down with Ashley Willson, a consultant who works with both software companies and ISOs, to share her unique perspective on the challenges and opportunities in integrated payments. With experience on both sides of the equation, Ashley offers practical insights into where the market is headed and how to navigate it. Then, Patti Murphy joins James for Today in Payments to cover the latest industry trends, including new statistics on surcharging programs and what they mean for the future.

Consumer financing has become a critical offering for merchants—and an opportunity for ISOs, agents, and ISVs to differentiate. In this week’s episode, James Shepherd interviews Bob Lovinger from FlexBuy to explore their white label consumer financing solution and recent acquisition of Koalafi’s coaching finance division. Learn how FlexBuy helps merchants provide access to capital, increase conversions, and strengthen customer loyalty. Then, in Today in Payments, James and Patti Murphy discuss the results of a recent survey showing merchants’ strong demand for access to capital from their payment providers—sometimes enough to switch processors. They also cover other timely stories shaping the payments landscape.