Tim McWeeney, Head of U.S. Indirect Acquiring and ISO Sales at Ingenico…covering Key tenets to leveling up your professional selling skills

Speaker: 00:00:01

You're listening to Bridges to Excellence.

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Inspired leadership in

payments and FinTech.

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Tim McWeeney: The professional anything

and practices they approach perfection.

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Sales is a profession.

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If we in sales don't consider ourselves

professionals, we are doing ourselves

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and our profession a disservice.

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And in, so far as we are a profession, it

requires And training requires learning.

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And learning requires and repetition.

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There isn't a thing I do, including

what we're doing right now that

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I haven't practiced my own.

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Mhm.

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That was Tim McWeeney, Head of U.

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S.

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Indirect Acquiring and ISO Sales at

Ingenico for sales professionals who

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want to uplevel their selling skills.

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Well, this episode is especially for you.

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Welcome to Bridges to Excellence podcast,

inspired leadership in payments and

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fintech, bringing you conversations

with payments, most fascinating

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people on top of their game, leaders,

influencers, experts, and innovators.

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Each weekly episode turns our

guests wisdom into practical advice.

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Their personal journey starts now.

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are meant to inspire and challenge

you to explore your possibilities.

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Here is your host, Desmond Nicholson.

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In this episode, the spotlight is on our

special guest, Tim McWeeney, head of U.

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S.

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indirect acquiring and ISO sales

at Ingenico and most recently among

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ETA's, the Electronic Transaction

Association's: 2024

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Top Payment Sales Professionals.

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This Annual Award recognize stellar

sales professionals who have exhibited

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an all around passion for excellence.

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Tim's journey in payments spans over two

decades with a focus on sales, leadership,

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and strategic partnerships, primarily in

the acquiring space, providing Point of

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Sale product solutions, working with the

top equipment providers in the industry.

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Tim's performance at every level of

sales and sales management earned him

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top sales honors and accolades throughout

his tenure with respective companies.

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This legacy of consistency continued

to this day, when in: 2020

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he and his team crushed it, achieving

record revenue sales for Ingenico.

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It's from this depth of experience

and knowledge that Tim will be

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taking us on his journey while

providing some actionable takeaways

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along the way, so stay with us.

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Mhm.

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Track 1: tim, thanks for

joining us and welcome to the

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Bridges to Excellence podcast.

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Tim McWeeney: Thank you, Desmond.

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It's a pleasure to be here.

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Thank you for asking me to join.

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Track 1: Indeed.

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And what also makes this episode

special is that it gives me and our

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listeners yet another occasion to

celebrate your ETA: 2024

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Sales Professional Award of Excellence.

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Tim, congratulations.

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Tim McWeeney: Uh, you're very kind.

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Thank you for that.

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And it is a, tremendous honor.

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I'm surrounded by, hugely successful

people in that group, but, I was thrilled.

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I was surprised, but, very honored to be

a member of that august group of people

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and, can't wait to, see them at Transact

this year in, Mandalay Bay in Las Vegas.

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Track 1: And I think that's where the

official presentation will take place.

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Right.

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Tim McWeeney: I believe so.

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Yes,

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Track 1: Okay.

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And of course, to the other 49

honorees, we salute you as well.

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Now, putting aside all modesty,

Tim, how does it really feel to

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receive this prestigious award?

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Tim McWeeney: Oh, I have no trouble

putting aside all modesty, I'm somewhat

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pragmatic on awards are the end result

for a long and, detailed and multifaceted

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and teamed projects that come to fruition.

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And if it's an award for one

project, or it's an award for a.

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Tremendous year or a career, Isaac

Newton, reportedly said, uh, on the

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shoulders of giants and that's very true

for anyone who has ever won an award in

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any arena, the awards are really given

to not only the individual, but the team

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and the network of people that have,

worked in that arena or that genre to,

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Allow person to execute a strategy and,

deliver, and be recognized for success.

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So the awards and, I've been

lucky enough to win many awards.

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in all honesty, I don't keep

them around too long there.

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the memories and I keep

the processes of, of how.

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successful initiatives were completed, the

actual physical awards are, a little less

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important to me than, winning as a team.

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Track 1: I got you.

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Now for the benefit of those

who don't know anything about

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Ingenico, can you give us a summary

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Tim McWeeney: Sure,

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Track 1: overview about Ingenico

as a company and who they serve?

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All

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Tim McWeeney: been with Ingenico

for five years now, just,

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it'll be five years in June.

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And Ingenico is the largest

manufacturer of Point of Sale

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equipment in the world today.

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So, we enjoy the number

one slot in that arena.

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as we move into alternate payment

methods and alternate processing

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methods, Ingenico is moving along with

those trends and those, directions.

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But for many years, Ingenico,

based in Paris, France, our

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United States headquarters is

based in Alpharetta, Georgia.

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and Geneco enjoyed and still enjoys today

the number one position in providing,

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payment solutions for merchants of all

types, merchants, all the way down to

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a level four mom and pop soda shop.

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We've got a product and a system for them.

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And, in this industry that we're in,

particularly here in the United States,

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it's a very competitive industry, have

some very tough competitors that are

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trying to do the exact same thing.

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Uh, what I do for Ingenico, and I

have for the last five years, is

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manage the indirect acquiring and

ISO channels, pretty much formerly

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known as ISO, and ISO stands

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Track 1: right.

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Tim McWeeney: Service Organization.

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But as times have changed in the

payment industry in the United States,

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and I've been in it now for just

about 27 years, uh, it's a long time.

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Every time I say that, I can't believe it.

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it's changed so much and it

continues to change, not only

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today, it changes even more rapidly

now than it did 10, 15 years ago.

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what we do is we provide solutions.

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as a company that is very big, we

also need to remain very nimble

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and very reactive to trends.

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And we've got some really interesting

payment trends on the horizon now, but

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in a nutshell, that's what Ingenica was.

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And what I do is I manage the channel

that calls on those customers, such

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as, some of our larger customers

like, Shift 4, North American Bank

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Track 1: Mm

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Tim McWeeney: and I can go on and

on, have entrusted us with either

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all or much of their, payment

solutions for their customers.

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And that's a, heavy responsibility.

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It's

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Track 1: hmm.

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And

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Tim McWeeney: to maintain to make

sure that we don't disappoint very,

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very large and impactful customers and

partners really should start using the

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word partnership more than customers

because you know, the more we get into

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and more we do for our partners, it

truly is a partnership moving from a

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hardware products only into a systems use.

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Uh, partnership, we are

integrating together as one.

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So it truly is, we do manage

and sustain partnerships.

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Track 1: of course, we'll get

into some more details about that.

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now, let's get into your

backstory, shall we?

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All right.

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Uh, where did you grow up and

where did you go to school?

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Tim McWeeney: Sure.

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Yep.

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I was born in, uh, Southern

California in the late: 1950

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I'm a baby boomer, 1957.

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La Mirada was my hometown and, lived in

California until I graduated high school.

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Then I moved back east to

live with my father and I

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went to college in New Jersey.

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I did not graduate college.

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I left college to follow my heart and,

a relationship to Seattle, Washington.

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So you're getting the,

you're getting a zigzag here

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Track 1: Yeah, that's fine.

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Tim McWeeney: in my

geographic, uh, movements.

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I lived in Seattle for,

just about 12 years.

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had two boys and one, one of my sons,

uh, still lives in the Seattle area.

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Another one lives down here

with me in the Phoenix area.

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And, then I, uh, opportunity and,

uh, personal relationship moved

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me to Chicago area for five years.

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And all that time, most of the time,

I was in the motor carrier industry.

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I wasn't in this industry back in

the 80s and mid, early to mid 90s.

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I was in the sales, arena for, customers

such as Consolidated Freightways

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and, IV, uh, LTL carriers and non

vessel operating common carriers.

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And so I had multiple jobs in that

arena, very interesting industry.

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uh, when I came to Phoenix and this was

by personal choice in: 1996

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get into something a little bit different.

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And so I've been here since 1996

and I've been in the electronic

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payments industry ever since.

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Track 1: So what enticed you to

get into the industry at that time?

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Tim McWeeney: Well, I was, reasonably

successful in motor carrier, but

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motor carrier business is interesting.

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You know, you, we see all

the trucks on the road.

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When you're in sales for a motor

carrier, you're selling a service.

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And in that service, there

is, nothing tangible involved.

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When someone buys an Ingenico terminal,

there's a terminal on the desk.

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It's just a brand identifier.

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People can see us, touch it, feel it.

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It works.

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It's tremendous.

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In the trucking industry, the

only brand you're really selling

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is your name and your security.

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You're selling air on a, on a trailer is

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Track 1: Mm hmm.

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Tim McWeeney: And, and that, will sharpen

your sales skills more than anything.

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You know, how much will you, are

you willing to pay for air between

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here and Charlotte, North Carolina?

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I got into this industry because

I became bored with motor

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carrier and transportation.

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I answered an ad in the Arizona Republic.

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Looking for salespeople to

sell Visa and MasterCard.

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And I thought, how simple is this?

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So I called on the manager, of

the Phoenix office of Card Service

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International company, no longer

here or here, maybe in other

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connect another great customer

of ours, by the way, partner,

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too many years of, customer.

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and I, I took right to it.

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I loved it.

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And it's a completely different

type of sales process, you realize.

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I mean, it's When you're calling on

someone who is opening a business,

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it's pretty much a one call close.

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you walk out of that business without

the agreement in your hand, you're

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probably going to be realizing

one of two things very shortly.

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Number one, that person has decided not to

accept credit cards to their own demise.

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Or number two I've just done a really

good job of setting up my competitor of

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coming in and closing the deal for me.

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So once I learned that I lost two

or three deals like that, and I was

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straight commission, I learned very

quickly that it was a one call close.

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And if I didn't get the sale, I

was very sure that no one else

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was going to get that sale either.

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But that's how I got into it.

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And I took to it right away.

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And I worked for companies

like Card Service and I

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worked for First National Bank

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Track 1: Mm hmm.

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Tim McWeeney: and global payments.

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And then I got my big break

in this industry in: 2004

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I got a call from a recruiter, asked me

if I'd ever consider selling equipment.

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Well, I was selling equipment, but

I mean working for an equipment

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Track 1: Right.

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Mm hmm.

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Tim McWeeney: the most now

are Verifone and Lipman.

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And he said, well, the

opportunity is with Lipman.

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So I interviewed with Moni and I

interviewed with, uh, his executive vice

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president of sales, and I got the job.

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I've been in, in this end of the point

of sale industry ever since working

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for several different companies.

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But.

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as always, each company has had their

own, unique strengths about them and,

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and Lippmann certainly was a very strong

ompany at the time in the mid: 2000

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Track 1: And of course, from Littman,

you went on to what, Way Systems.

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Tim McWeeney: so Lippmann

was acquired by Verifone, but

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Track 1: Okay.

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Tim McWeeney: Verifone.

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I got there eventually.

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I went to a company

called Way Systems, which

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Track 1: System.

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Okay.

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Tim McWeeney: and Way Systems, uh,

brought me in to run North American

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sales, and I actually did some work

in Canada for the first time, too.

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Way had a really unique, model.

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It was, truly mobile, uh,

processing converted cell phones.

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Not cell phones that have

never been used as cell phones.

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I learned a lot about cell phones

that are never used for anything wet

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waste systems, but Nokia, for example,

would make many, many different types

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of cell phones, but only release

a few of them for consumer usage.

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I didn't know that.

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And so Way would buy these other

phones that were perfectly good.

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And then convert them into

payment terminals by attaching

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a magnetic stripe reader and

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Track 1: Mm hmm.

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Tim McWeeney: the phone

already came with Bluetooth.

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So all was needed was a Bluetooth

printer that was attached to

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a belt loop, mobile version.

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So, I mean, it was really, it was

really a clever and unique product.

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And I stayed there until way

got acquired by Verifone.

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And then I finally went to Verifone.

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I stayed at Verifone for about 11 years.

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Track 1: Okay.

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And now full circle, you are at Ingenico.

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Tim McWeeney: That's right.

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I've been here since June of 1990.

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It's been a tremendous experience for me.

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I enjoy the company.

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I love our core values.

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we are a company that is, based very

heavily on environmental responsibilities.

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We take our social responsibilities

very clearly and very carefully.

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it's a pleasure to talk to my

customers about selling systems and,

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I guess 360 degree partnerships.

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yeah, and and mutually beneficial.

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It's, been a, a lot of fun working here.

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Track 1: Early on, you alluded

to the word partnership.

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Tim McWeeney: Right,

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Track 1: Now in support of your partners,

how is Ingenico helping them to create

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better experience for their customers?

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Tim McWeeney: right.

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I mean, that's our, our partners are in

brutally competitive industries themselves

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and they need to grow their business.

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So simply coming alongside and

offering a payment terminal

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is really almost table stakes.

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Track 1: Right.

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Tim McWeeney: needs to happen from

there is the creation of value and

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value is probably the most important

element of a sales proposition and a

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partnership proposition because value

is something that is to capture unless

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you have a complete understanding

of what not only your customers and

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customers core values are, but the

individual that you're working with.

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And who's primarily responsible for

managing the relationship with the

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partnership that I'm bringing them vis

a vis in Geneco, those have got to be

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aligned and, and I have to understand

what those values are and I understand

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what is important to our customers.

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And it's not just necessarily mid growth

or revenue growth, but it's growing

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their system and their system of values.

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So what we bring to

the table is extensive.

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I mean, we do everything from,

provisioning and deployment

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of equipment to help desk to

repairs to extended warranties.

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we offer them, the ability to store

their inventory at our facility.

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Uh, we will write their applications with

them, for them, or we will align with a

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third party provider that we work with

to write their payment applications.

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We have got a Robust cloud based

system of third party partners that

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work with our Android platform Axiom

to bring things like buy now pay later

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and inventory and loyalty programs and

gift cards and on and on and on and on.

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And these are all things that create more

value to our customers as it applies to

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what they're doing for their customers.

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if we can offer that type of esoteric

value, because value is very personal,

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Track 1: Mm hmm.

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Tim McWeeney: offer you something

that I think is a great value, but

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if it has no value to you either

practically or emotionally or on any

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type of financial value, I'm selling

you something you don't need or want.

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And actually, we've been concentrating

very much on value at Ingenico now for

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some time, and I'm reading a really

excellent book on it, called Selling

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Value by a fellow by the name of Mark

Stiving, in fact, I have it right here.

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a great book because it breaks down

value into many, many different arenas

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and the different types of value

that are, that exist with all of us.

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So, to answer your question directly, if

we're not selling, 360 degree partnerships

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that come around to both sides, Then

we are missing something somewhere.

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And maybe it's our partner is not ready to

jump into that type of value proposition.

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That's okay.

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we have it here.

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We, want them to know we have it.

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And when the time is right, and

that's the other thing that we've

314

: 00:18:20

lost in the sales process, the term

over time, we live in a world today

315

: 00:18:27

of just instantaneous gratification.

316

: 00:18:29

You either sell or you close, and if you

close, you're out and you don't come back.

317

: 00:18:33

this is not the way to maintain

a relationship with a partner.

318

: 00:18:37

It's,

319

: 00:18:38

that, keeping that, alive and well.

320

: 00:18:41

Track 1: now let's talk about Ingenico's

Android platform and POS solutions.

321

: 00:18:47

Any new developments catering to

the ISO community to help them

322

: 00:18:52

Tim McWeeney: quite a

323

: 00:18:52

Track 1: to help their SMB clients?

324

: 00:18:55

What's new?

325

: 00:18:56

Tim McWeeney: Right.

326

: 00:18:56

Absolutely.

327

: 00:18:57

Well, most of our customers in this

channel rely on our WorldPay and Alibon.

328

: 00:19:06

Fiserv and on and on, to certify

products and certification products.

329

: 00:19:12

for those who are not familiar with

certification, it's really just a

330

: 00:19:15

process that secures the product that

I'm selling to the process that our

331

: 00:19:23

customer has, the card acceptance

process that they have, and selling

332

: 00:19:29

that to the public at large that is

going to be safe, secure, reliable.

333

: 00:19:34

Not breakdown, not have massive

334

: 00:19:36

Track 1: hmm.

335

: 00:19:36

Tim McWeeney: breakdowns and things like

that, that occasionally happens sometimes.

336

: 00:19:40

But by and large, the uptime

on these things is very high.

337

: 00:19:44

Anyway, what we have to do is

work through those processes, and

338

: 00:19:47

they take sometimes a year or two.

339

: 00:19:49

And we're coming to the close

on some really big platform.

340

: 00:19:53

certifications.

341

: 00:19:54

We have WorldPay, of course.

342

: 00:19:55

We have, Tysis now, their

343

: 00:19:57

Track 1: Mm hmm.

344

: 00:19:57

Tim McWeeney: to Sierra platform

is launching Class B and Q1.

345

: 00:20:01

Elevon, Chase, I mentioned WorldPay.

346

: 00:20:04

has their own platform.

347

: 00:20:06

They've launched our, Axiom product.

348

: 00:20:07

And, and First American Payment

Systems, uh, operates their own gateway

349

: 00:20:11

and their own, backend platform.

350

: 00:20:13

And they, are launching

our product as well.

351

: 00:20:16

as they launch.

352

: 00:20:18

As they become saleable, me and

my team go out to our customers

353

: 00:20:22

and prepare them for that.

354

: 00:20:24

And we, present our product, our features,

benefits, our back office functions, our

355

: 00:20:29

partnerships that I mentioned earlier.

356

: 00:20:31

that we do for our customers,

and, find a place within their

357

: 00:20:36

system that makes sense, that

helps them grow their business.

358

: 00:20:40

And as they grow their

business, we grow our business.

359

: 00:20:43

And so

360

: 00:20:43

Track 1: Good.

361

: 00:20:43

Tim McWeeney: it's an exciting time

because we're, just on the verge now

362

: 00:20:46

of some very big platform releases.

363

: 00:20:50

Track 1: With the current innovations

around verticals, embedded payments,

364

: 00:20:54

finance, there are those pundits

who are predicting the demise of POS

365

: 00:21:00

hardware terminals as we know it.

366

: 00:21:03

What's your argument to

counter that narrative?

367

: 00:21:06

And be nice about it, will you?

368

: 00:21:07

Ha ha ha ha ha ha ha ha ha ha ha

369

: 00:21:12

Tim McWeeney: Listen, let me,

before I answer that question,

370

: 00:21:15

let me consult my crystal ball.

371

: 00:21:18

This

372

: 00:21:18

Track 1: Okay.

373

: 00:21:19

Ha ha ha ha ha ha ha ha ha

374

: 00:21:23

Tim McWeeney: tell me, tell me the truth.

375

: 00:21:26

Will made for purpose payment

terminals become extinct?

376

: 00:21:31

How's that, crystal ball?

377

: 00:21:33

How's that?

378

: 00:21:34

You're not coming in

clearly, crystal ball.

379

: 00:21:37

I have been hearing about the demise This

was a gift from a customer, by the way.

380

: 00:21:43

It's beautiful.

381

: 00:21:43

I have no idea what it is.

382

: 00:21:45

Maybe it is a crystal ball.

383

: 00:21:48

I've been hearing about the demise of

payment terminals for at least 15 years.

384

: 00:21:52

Look, it's possible.

385

: 00:21:53

At Ingenico, we acquired a company

last year by the name of Fawz.

386

: 00:22:00

Fawz is a to person payments company.

387

: 00:22:04

Using this,

388

: 00:22:05

Track 1: Mm hmm.

389

: 00:22:06

Tim McWeeney: processing with

your iPhone to another, or Axiom

390

: 00:22:09

device, uh, device to another

391

: 00:22:12

Track 1: Enjoyed.

392

: 00:22:12

Ha ha ha ha ha ha ha ha ha

393

: 00:22:15

Tim McWeeney: I mean, the

technology is rapidly.

394

: 00:22:20

We are a part of it, but I think

the people who take a lot of

395

: 00:22:26

time, making predictions like

that are probably not thinking.

396

: 00:22:31

It through completely because when

you look at, when you say things like

397

: 00:22:35

the payment terminals are going to

disappear, there's really no factual data

398

: 00:22:40

that's going to support that, because

a payment turtle terminal is part of a

399

: 00:22:46

greater payment ecosystem and there are

certain levels of demands on PCI and

400

: 00:22:52

security and just cloud based processing.

401

: 00:22:56

there are demands that are today.

402

: 00:23:00

Only met through a payment terminal.

403

: 00:23:03

And then there are our

customers and partners.

404

: 00:23:06

I'll say that again,

customers and partners.

405

: 00:23:09

There are partners who have need for,

for instance, Target is a good example.

406

: 00:23:17

Multi lane devices.

407

: 00:23:19

And we are in Target now with

our lane devices, our lane: 8000

408

: 00:23:24

It's not practical to think of target

as a customer that is going to be open

409

: 00:23:29

to something that it doesn't have a.

410

: 00:23:32

Payment terminal attached to it, whether

that's an Apple pay transaction or

411

: 00:23:36

an EMB or an MSR or a gift card or a

target gift card or whatever it is.

412

: 00:23:41

Now, sometime off in the future, when

we're doing all of this electronically

413

: 00:23:45

through the cloud, it would be possible.

414

: 00:23:47

And, one thing I would say about Ingenico

is that we are expanding our footprint.

415

: 00:23:54

So every time I hear about one of these

either systems, that's going to replace

416

: 00:24:00

terminals or a pundit just saying.

417

: 00:24:03

They're going to be obsolete

in the next number of years.

418

: 00:24:06

I'd say that's always possible,

but we're prepared for that.

419

: 00:24:10

Track 1: For that.

420

: 00:24:11

Tim McWeeney: the next great

thing in payments is something we

421

: 00:24:14

don't even know what it is yet.

422

: 00:24:17

we are just now getting back into

talking about which, or 10 years

423

: 00:24:22

ago was the next great thing.

424

: 00:24:25

then it died at a pretty quick death.

425

: 00:24:27

And now we're just getting back

into it now because people realize.

426

: 00:24:31

The inherent risk biometrics and

safety measures have to be taken in

427

: 00:24:38

order to protect someone's biometrics.

428

: 00:24:41

I can't change what this is.

429

: 00:24:44

Track 1: Your fingerprint.

430

: 00:24:46

Tim McWeeney: and when I submit that

credit transaction, pretty much giving it

431

: 00:24:50

out to the world and that's a big step.

432

: 00:24:54

So I anything's possible, but I

don't see it in the near term future.

433

: 00:24:59

Track 1: I got you.

434

: 00:25:00

Now Tim, I read some place where you

made the following empowering statements,

435

: 00:25:05

which I'm about to relate back to you.

436

: 00:25:08

and I would like you to add

some more context to them.

437

: 00:25:11

And here's the reason why.

438

: 00:25:13

On the surface, these might

appear to be common sense.

439

: 00:25:17

Especially among seasoned sales

professionals, but by no means are they

440

: 00:25:21

common practices and do feel free to

introduce any anecdote to make your point.

441

: 00:25:28

Here we go.

442

: 00:25:30

The professional salesperson practices and

practices until they approach perfection.

443

: 00:25:36

What can you add to that?

444

: 00:25:38

Tim McWeeney: A lot.

445

: 00:25:40

The professional anything and

practices they approach perfection.

446

: 00:25:48

Sales is a profession.

447

: 00:25:50

If we in sales don't consider ourselves

professionals, we are doing ourselves

448

: 00:25:56

and our profession a disservice.

449

: 00:26:00

And in, so far as we are a profession, it

requires And training requires learning.

450

: 00:26:08

And learning requires and repetition.

451

: 00:26:13

There isn't a thing I do, including

what we're doing right now that

452

: 00:26:18

I haven't practiced my own.

453

: 00:26:20

And many people say practice

in front of a mirror.

454

: 00:26:22

It's good to do it because you

get an opportunity to see what

455

: 00:26:25

it is you look like, good or bad.

456

: 00:26:28

Your hand motions, facial

motions, things like that.

457

: 00:26:30

You get an opportunity to

see what what your partner,

458

: 00:26:35

partner is going to be seeing.

459

: 00:26:38

But if we don't practice until we

approach perfection, We are doing

460

: 00:26:44

ourselves, our company, our industry,

and our customers a disservice.

461

: 00:26:49

The last thing we should do in a sales

cycle is deliver the presentation.

462

: 00:26:56

And everything happens before that.

463

: 00:26:59

And

464

: 00:27:00

with that, practice.

465

: 00:27:05

Track 1: Well said.

466

: 00:27:07

Next one.

467

: 00:27:08

Never assume the customer is all powerful.

468

: 00:27:12

We are being met with for a reason.

469

: 00:27:15

Tim McWeeney: Correct.

470

: 00:27:17

Our time is valuable.

471

: 00:27:21

Our partner's time is valuable.

472

: 00:27:24

If we're meeting with them

about a business proposition,

473

: 00:27:28

being met for a reason.

474

: 00:27:30

Now, it's our job as salespeople

to uncover the need and to

475

: 00:27:37

develop a value proposition and

present that and, understand.

476

: 00:27:44

That the customer, I use that in

quotation marks, is not all powerful.

477

: 00:27:51

You're there because you have

something important to sell.

478

: 00:27:55

And if you don't believe that,

then you shouldn't be there.

479

: 00:27:59

Track 1: Absolutely.

480

: 00:28:00

Tim McWeeney: So as I walk into a

sales presentation for a partner or

481

: 00:28:06

a new customer, I'm very interested

to hear what they have to say.

482

: 00:28:11

I'm very interested to

hear what their needs are.

483

: 00:28:13

But I'm there to provide solutions.

484

: 00:28:16

It's not they're more powerful than I

am or I'm more powerful than they are.

485

: 00:28:19

We're here to help one another.

486

: 00:28:21

And so when we assume, is a bad

thing to do in any case, uh, that

487

: 00:28:27

the customer is all powerful, we have

given up all power in negotiation.

488

: 00:28:32

We might as well just hand the

customer your price book and just

489

: 00:28:34

tell him to pick what he wants.

490

: 00:28:37

Not a good place to be.

491

: 00:28:39

Track 1: Very good response.

492

: 00:28:40

Now the next one, sell by partnerships,

sell by value, solve problems.

493

: 00:28:46

Partnership isn't just a word.

494

: 00:28:49

It is a way of life.

495

: 00:28:50

If you want to succeed.

496

: 00:28:52

Tim McWeeney: Right.

497

: 00:28:52

And, and that question, I've

been saying that throughout

498

: 00:28:54

our entire time here together.

499

: 00:28:55

It's part, it's partnership 360.

500

: 00:29:00

Everybody's payment terminal is good.

501

: 00:29:04

I have some really tough

competitors out there.

502

: 00:29:07

Nothing wrong with

their payment terminals.

503

: 00:29:11

I have a really good payment terminal.

504

: 00:29:13

But if my differentiation is my

hardware is better than their

505

: 00:29:16

hardware, that's a commodity.

506

: 00:29:20

So, we deal in here is we deal with value.

507

: 00:29:26

believe me, this is not, again,

we talked about over time.

508

: 00:29:30

You cannot learn a customer's

value system in one call.

509

: 00:29:35

Both parties.

510

: 00:29:37

company, my customer's company, have

got to be willing to invest the time

511

: 00:29:43

to understand what's valuable and what

applications and systems we have to help

512

: 00:29:48

more value, not only for them, but for

their downstream customers, because it's

513

: 00:29:54

all about their growth of business, too.

514

: 00:29:57

So if we sell by hardware or sell

by price, we are cutting ourselves

515

: 00:30:02

short and we are, we're really

diminishing we are and what we can be.

516

: 00:30:08

a, in a partnership relationship

like this and you know, the beautiful

517

: 00:30:11

thing about, partnerships is that

they go on for many, many years.

518

: 00:30:16

nothing lasts forever, but

they go on for many years.

519

: 00:30:20

people can come and go, but when you

sell the system and you sell the value

520

: 00:30:25

system of the partnership, stays.

521

: 00:30:28

Unless company decides that, for whatever

reason, it's not good for them anymore,

522

: 00:30:32

but they have a tendency to last.

523

: 00:30:33

a very long time.

524

: 00:30:35

I'm working with people now that I've

worked with essentially since I got here.

525

: 00:30:39

It's been five years

and we're going strong.

526

: 00:30:43

Track 1: The next statement, embrace any

skepticism as an opportunity to listen

527

: 00:30:47

to customers in order to position value.

528

: 00:30:51

Tim McWeeney: One of the things

that I was very fortunate in the

529

: 00:30:54

transportation industry is we had a

rigorous internal training program.

530

: 00:30:59

And our training guru was a fellow,

based out of North Carolina.

531

: 00:31:03

It's in the 80s now for Carolina Freight.

532

: 00:31:06

And he was a master.

533

: 00:31:07

He was an absolute master at his

craft and his craft was teaching

534

: 00:31:14

and improving, the salespeople that

reported up under, underneath him,

535

: 00:31:19

but also helping our customers.

536

: 00:31:22

training is, such an important part of

what we do uh, it cannot be overstated.

537

: 00:31:30

And unfortunately, in today's world.

538

: 00:31:33

Companies, and we chatted about this

a little bit before we went live,

539

: 00:31:37

but so many companies have gotten

away from that and become humans have

540

: 00:31:41

become transactional that's a mistake.

541

: 00:31:44

It's that's unfortunate thing,

but, um, at a customer raising

542

: 00:31:53

objections as a sign of interest.

543

: 00:31:56

the customer's not raising objections.

544

: 00:31:59

Well, help them along because

they certainly have some and

545

: 00:32:04

don't run from them, embrace them.

546

: 00:32:08

An objection that's been successfully

handled is another big step on the road

547

: 00:32:15

to completing the sales partnership.

548

: 00:32:18

So why would I run from a customer or

something that I'm presenting to them?

549

: 00:32:28

Perhaps, the value of

it, perhaps the price.

550

: 00:32:32

And then those become greater

points for discussion, embrace it,

551

: 00:32:36

welcome objections as a sign of

interest, don't be afraid of it.

552

: 00:32:40

And, sadly, again, many

salespeople fear it.

553

: 00:32:44

It's like, Oh, I'm not good there.

554

: 00:32:46

They've objected to so many

things in my presentation.

555

: 00:32:52

That just gives me another

reason to come back as I, as I

556

: 00:32:56

overcome all their objections.

557

: 00:32:59

Track 1: Got you.

558

: 00:33:00

Well, Tim, thanks for bringing

clarity to those statements.

559

: 00:33:03

Tim McWeeney: No, you're

560

: 00:33:04

for pointing them out.

561

: 00:33:06

Collaboration and teamwork are

often crucial in sales environments.

562

: 00:33:12

How have you cultivated strong

relationships with your team and

563

: 00:33:17

colleagues to achieve your goals?

564

: 00:33:20

Tim McWeeney: it's essential.

565

: 00:33:22

I cannot be successful without

respect and admiration of the

566

: 00:33:28

professionals that I work with.

567

: 00:33:29

I'm surrounded by a great team,

surrounded by great management.

568

: 00:33:34

I can't say that for every organization

that I've worked in, but I can clearly

569

: 00:33:39

say that from top to bottom in Ingenico

US, from Peter Stewart to Skip Hinshaw

570

: 00:33:45

to Tracy Klein, my manager, To my

collaborators internally and internal

571

: 00:33:50

managers and product managers and project

managers, we all have our partners in

572

: 00:33:57

mind creating something for them that's

special, that's worthwhile, that's

573

: 00:34:03

valuable, and that can be long lasting.

574

: 00:34:06

Again, we talked about this, about

awards, and we kind of keep coming

575

: 00:34:10

back to certain things, but it's

really interesting, but it's true.

576

: 00:34:13

Awards aren't won by individuals.

577

: 00:34:16

They're won by teamwork, and

I'm surrounded by a great one.

578

: 00:34:19

That's internally.

579

: 00:34:21

Externally, the same thing has to happen

that we have to have respect for our

580

: 00:34:27

customers process and our partners

work environment and who manages what

581

: 00:34:34

and don't rely on one person, one

focal person to handle everything

582

: 00:34:42

for you within that organization.

583

: 00:34:44

Now that's a fine line.

584

: 00:34:45

You don't want to cross over.

585

: 00:34:47

The authority of what you have as an

outside partner, an outside vendor, so

586

: 00:34:50

to speak into someone else's business.

587

: 00:34:54

But at the same time, relying on one

person to do everything for you within

588

: 00:34:58

that organization is a very big mistake.

589

: 00:35:01

So multiple layers of need to

be built not only with me as

590

: 00:35:09

the focal point, but my internal

collaborators at Ingenico as well.

591

: 00:35:14

And this is simply

called team selling, but.

592

: 00:35:17

really works both ways with our partners

and internally here at Ingenico.

593

: 00:35:22

It's a team sale.

594

: 00:35:24

It's essential.

595

: 00:35:24

You cannot be successful

over time without this.

596

: 00:35:29

Track 1: As a leader in payment

sales, what advice would you offer

597

: 00:35:33

to aspiring professionals looking

to Make their mark in the industry

598

: 00:35:38

Tim McWeeney: Sure.

599

: 00:35:39

And we do have a lot of young people.

600

: 00:35:41

Now, you look at the 40 under 40,

one of my guys is on that list.

601

: 00:35:46

Andy Koch is on it.

602

: 00:35:48

I'm very proud of Andy.

603

: 00:35:49

He came into this industry two

years ago, barely knowing how to

604

: 00:35:52

run a credit card transaction.

605

: 00:35:55

And he's one of the top people

we have at Ingenico today.

606

: 00:35:59

And he was recognized by ETA as one

of our 40 under 40 and he's going

607

: 00:36:03

to be at the Transact as well.

608

: 00:36:05

I'm very proud of him and he's worked

very, very hard and that's my advice

609

: 00:36:09

If you like payments if you like the

electronic payments industry, and it's a

610

: 00:36:12

fascinating industry It's ever changing It

is dynamic By its definition, it's dynamic

611

: 00:36:22

it's exciting and if you want to be a part

of this industry learn all you can learn

612

: 00:36:27

don't rely on product knowledge or company

knowledge to get you where you need to be.

613

: 00:36:33

One of the great things about ETA is that

they have all of these learning classes

614

: 00:36:36

out there that you can be a member of and

some, most of them are little or no charge

615

: 00:36:42

and it just takes initiative to do it.

616

: 00:36:45

I can tell you that after 20, oh

gosh, almost 30 years, really in this

617

: 00:36:50

industry, my learning has never stopped.

618

: 00:36:53

I'm learning something new every day.

619

: 00:36:56

And as I mentioned earlier, the changes in

this industry are coming so fast now, and

620

: 00:37:02

the way payments are going to be handled.

621

: 00:37:04

This is the nature of the business now.

622

: 00:37:06

This is the nature of the beast.

623

: 00:37:07

Change is going to be managed daily.

624

: 00:37:13

And in order to stay abreast of

that, one needs to learn, and

625

: 00:37:17

one needs to continue to learn.

626

: 00:37:18

And the

627

: 00:37:20

Track 1: time.

628

: 00:37:21

Got

629

: 00:37:21

Tim McWeeney: be, the other piece

of advice would be, be persistent.

630

: 00:37:26

persistence is probably the

most character attribute someone

631

: 00:37:34

who does what do to have.

632

: 00:37:39

If you're not persistent, and

there's a fine line between being

633

: 00:37:43

persistent and being irritating,

probably have been called both.

634

: 00:37:49

I know I've been called both.

635

: 00:37:51

But, nevertheless,

internally, be persistent.

636

: 00:37:56

persistence wins over time.

637

: 00:38:00

Track 1: you.

638

: 00:38:00

looking back at the last 12 months, 2023.

639

: 00:38:05

What are you most proud of?

640

: 00:38:09

Tim McWeeney: I guess, professionally,

I'm most proud of, the work

641

: 00:38:13

that my team accomplished.

642

: 00:38:15

We, created, record revenue for the

fifth straight year within Ingenico.

643

: 00:38:20

We, became a, a, extremely

important channel to, Ingenico.

644

: 00:38:26

And, I could not be more proud of the,

effort and the success and the drive

645

: 00:38:32

of everyone that been on my team or

that we've worked with internally.

646

: 00:38:37

Professionally, I'm extremely

proud of that success and, we're

647

: 00:38:42

a quarter into 2025 and we want

to, Do this six times in a row.

648

: 00:38:49

Track 1: With that said,

we'll be right back.

649

: 00:38:53

The lightning round bridges to

excellence inspired leadership

650

: 00:38:57

in payments and fintech.

651

: 00:39:00

Track 1: Okay, Tim, quick

questions, quick response.

652

: 00:39:05

What one word would you use to

describe your career journey so far?

653

: 00:39:10

Tim McWeeney: Diligent.

654

: 00:39:13

I've never been out of work.

655

: 00:39:16

I've had a couple of times

where I've been in between jobs,

656

: 00:39:18

but I never missed a paycheck.

657

: 00:39:19

I think that would be it.

658

: 00:39:20

So, diligent.

659

: 00:39:21

Very

660

: 00:39:22

Track 1: Got you.

661

: 00:39:23

Now, what is the one thing

you attribute to your career

662

: 00:39:26

success to the level it is today?

663

: 00:39:30

Tim McWeeney: Persistence.

664

: 00:39:32

Track 1: Success means?

665

: 00:39:34

Tim McWeeney: Well, success should

mean what you want it to mean.

666

: 00:39:37

whether it's personal or professional.

667

: 00:39:39

Success comes from within.

668

: 00:39:41

Not externally.

669

: 00:39:43

And I feel like I am successful.

670

: 00:39:46

success is ongoing, is a road.

671

: 00:39:48

it's not a destination.

672

: 00:39:50

At least it isn't for me.

673

: 00:39:52

It's daily, it's weekly,

monthly, and it's not something

674

: 00:39:56

that's given, it's worked for.

675

: 00:39:57

Success is a journey

and not a destination.

676

: 00:40:02

Track 1: what is the most

common misconception about you?

677

: 00:40:07

Tim McWeeney: pushy.

678

: 00:40:10

Not pushy.

679

: 00:40:12

I just know what I want.

680

: 00:40:13

And

681

: 00:40:15

Track 1: Persistent.

682

: 00:40:16

Tim McWeeney: want you to be my partner.

683

: 00:40:20

Yeah.

684

: 00:40:21

Track 1: What has you fired up right now?

685

: 00:40:26

Tim McWeeney: With

work, it's the industry.

686

: 00:40:27

What I mentioned earlier, we're

in a electric industry and

687

: 00:40:34

so many things are touching.

688

: 00:40:36

Not just payments, but the way

money is handled, the way money is

689

: 00:40:39

considered, what we call money, crypto

versus cash versus the next thing

690

: 00:40:50

that we're going to be trading on.

691

: 00:40:52

It's exciting.

692

: 00:40:55

I try to stay abreast with as

many different arenas, but I mean,

693

: 00:41:01

it's everywhere and we're a part

of it because that's what we do.

694

: 00:41:06

help move money from point A to

point B and sometimes back again.

695

: 00:41:10

That's what we do.

696

: 00:41:11

It's an incredibly important,

responsible thing that we do.

697

: 00:41:15

Important and responsible thing we do.

698

: 00:41:17

we better be very, very good at it.

699

: 00:41:19

As much to all my competitors,

because this industry is changing

700

: 00:41:23

and it's changing daily and

we have to stay on top of it.

701

: 00:41:26

But yeah, it's the industry itself.

702

: 00:41:27

The electronic payments industry.

703

: 00:41:29

It's a great place to be.

704

: 00:41:30

Mhm.

705

: 00:41:33

Track 1: Tim, we covered a lot today.

706

: 00:41:36

And if final thoughts or

comments before we wrap up, very

707

: 00:41:47

Tim McWeeney: I'm very happy that you

asked me to be here and thrilled to do so.

708

: 00:41:52

and I appreciate this very much.

709

: 00:41:54

there are fewer years ahead

for me than there were behind.

710

: 00:41:58

That's just a fact.

711

: 00:41:59

Unless I plan on living to be 140.

712

: 00:42:04

Wait a minute.

713

: 00:42:04

I've aged myself 135, but

either case, doubtful.

714

: 00:42:14

So I find myself, spending more time

being grateful, for not just the things

715

: 00:42:23

that my wife and my family have, but

where I'm at and my responsibility.

716

: 00:42:31

to myself and those around me and, and

my company and the people that work

717

: 00:42:35

with me and our partners to provide

them something reliable and dependable.

718

: 00:42:41

I, I'm cognizant of that fact, but

I'm very thrilled to be Uh, I've been,

719

: 00:42:50

made personal changes in my life.

720

: 00:42:52

I've dropped a lot of weight naturally.

721

: 00:42:54

I haven't been on any of

these or shots or anything.

722

: 00:42:57

I just went on a diet and lost 65 pounds.

723

: 00:43:00

And that's going to help my health

and that's important to me as well.

724

: 00:43:03

It's gotta be, it's gotta

be important to everyone.

725

: 00:43:05

So things become in greater focus

as one reaches middle sixties.

726

: 00:43:12

And, the important things in

life love and health and family,

727

: 00:43:18

and finance and economy work.

728

: 00:43:22

uh, Staying focused and making sure that,

I spend valuable time rest and recreating

729

: 00:43:32

and valuable time, working in the job

that I love and the industry I love.

730

: 00:43:38

well now, if someone wants to

get in touch with you for more

731

: 00:43:41

information, how can they reach you

732

: 00:43:43

Sure.

733

: 00:43:45

You can reach me at Ingenico at McWeeny.

734

: 00:43:49

So, Tim.

735

: 00:43:50

McWeeny at Ingenico.

736

: 00:43:54

com.

737

: 00:43:55

You can hit me up on LinkedIn.

738

: 00:43:57

I'm on, Facebook.

739

: 00:43:58

Shows you how old I am.

740

: 00:43:59

I'm on Facebook.

741

: 00:43:59

Ha, ha, ha, ha, ha.

742

: 00:44:02

But, if you need me, shoot me an email.

743

: 00:44:05

I'd be happy to help.

744

: 00:44:07

Track 1: now, Tim, again, thanks for

being on our show and to our listeners,

745

: 00:44:10

as always, thanks for your time as well.

746

: 00:44:13

And never forget the more you expect

from yourself, the more you excel.

747

: 00:44:21

You've been listening to Bridges

to Excellence podcast, inspired

748

: 00:44:25

leadership and payments and fintech.

749

: 00:44:27

Be sure to join us next time for more

conversations with another of your

750

: 00:44:31

colleagues in payments and fintech.

751

: 00:44:34

Insightful conversations in their

journey to excellence for transcripts

752

: 00:44:38

and other materials covered on the show.

753

: 00:44:40

Visit us at DesmondNicholson.

754

: 00:44:42

com.

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