Selling Bigger Merchants: What Actually Works

About this episode

This episode discusses strategies for winning larger merchant accounts and the unique challenges they present.

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.

People in this episode

Host: James

Guest: Jerry Gialanella

Topics covered

• enterprise sales
• merchant pain points
• sales cycles
• partnerships
• payments industry

Keywords

• enterprise deals
• merchant sales
• sales strategies
• interchange costs
• pay-by-bank

Mentioned in this episode

Organizations: Fort Point Payments

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