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

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

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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

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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

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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

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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

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get into something a little bit different.

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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

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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

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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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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

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lost in the sales process, the term

over time, we live in a world today

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of just instantaneous gratification.

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You either sell or you close, and if you

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

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this is not the way to maintain

a relationship with a partner.

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It's,

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that, keeping that, alive and well.

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

Android platform and POS solutions.

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Any new developments catering to

the ISO community to help them

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Tim McWeeney: quite a

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Track 1: to help their SMB clients?

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What's new?

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Tim McWeeney: Right.

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Absolutely.

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Well, most of our customers in this

channel rely on our WorldPay and Alibon.

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Fiserv and on and on, to certify

products and certification products.

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for those who are not familiar with

certification, it's really just a

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process that secures the product that

I'm selling to the process that our

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customer has, the card acceptance

process that they have, and selling

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that to the public at large that is

going to be safe, secure, reliable.

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Not breakdown, not have massive

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Track 1: hmm.

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Tim McWeeney: breakdowns and things like

that, that occasionally happens sometimes.

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But by and large, the uptime

on these things is very high.

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Anyway, what we have to do is

work through those processes, and

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they take sometimes a year or two.

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And we're coming to the close

on some really big platform.

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certifications.

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We have WorldPay, of course.

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We have, Tysis now, their

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Track 1: Mm hmm.

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Tim McWeeney: to Sierra platform

is launching Class B and Q1.

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Elevon, Chase, I mentioned WorldPay.

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has their own platform.

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They've launched our, Axiom product.

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And, and First American Payment

Systems, uh, operates their own gateway

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and their own, backend platform.

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And they, are launching

our product as well.

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as they launch.

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As they become saleable, me and

my team go out to our customers

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and prepare them for that.

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And we, present our product, our features,

benefits, our back office functions, our

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partnerships that I mentioned earlier.

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that we do for our customers,

and, find a place within their

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system that makes sense, that

helps them grow their business.

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And as they grow their

business, we grow our business.

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And so

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Track 1: Good.

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Tim McWeeney: it's an exciting time

because we're, just on the verge now

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of some very big platform releases.

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Track 1: With the current innovations

around verticals, embedded payments,

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finance, there are those pundits

who are predicting the demise of POS

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hardware terminals as we know it.

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What's your argument to

counter that narrative?

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And be nice about it, will you?

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Ha ha ha ha ha ha ha ha ha ha ha

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Tim McWeeney: Listen, let me,

before I answer that question,

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let me consult my crystal ball.

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This

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Track 1: Okay.

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Ha ha ha ha ha ha ha ha ha

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Tim McWeeney: tell me, tell me the truth.

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Will made for purpose payment

terminals become extinct?

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How's that, crystal ball?

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How's that?

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You're not coming in

clearly, crystal ball.

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I have been hearing about the demise This

was a gift from a customer, by the way.

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It's beautiful.

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I have no idea what it is.

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Maybe it is a crystal ball.

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I've been hearing about the demise of

payment terminals for at least 15 years.

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Look, it's possible.

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At Ingenico, we acquired a company

last year by the name of Fawz.

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Fawz is a to person payments company.

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Using this,

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Track 1: Mm hmm.

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Tim McWeeney: processing with

your iPhone to another, or Axiom

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device, uh, device to another

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Track 1: Enjoyed.

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Ha ha ha ha ha ha ha ha ha

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Tim McWeeney: I mean, the

technology is rapidly.

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We are a part of it, but I think

the people who take a lot of

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time, making predictions like

that are probably not thinking.

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It through completely because when

you look at, when you say things like

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the payment terminals are going to

disappear, there's really no factual data

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that's going to support that, because

a payment turtle terminal is part of a

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greater payment ecosystem and there are

certain levels of demands on PCI and

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security and just cloud based processing.

401

there are demands that are today.

402

Only met through a payment terminal.

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And then there are our

customers and partners.

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I'll say that again,

customers and partners.

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There are partners who have need for,

for instance, Target is a good example.

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Multi lane devices.

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And we are in Target now with

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It's not practical to think of target

as a customer that is going to be open

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to something that it doesn't have a.

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Payment terminal attached to it, whether

that's an Apple pay transaction or

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an EMB or an MSR or a gift card or a

target gift card or whatever it is.

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Now, sometime off in the future, when

we're doing all of this electronically

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through the cloud, it would be possible.

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And, one thing I would say about Ingenico

is that we are expanding our footprint.

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So every time I hear about one of these

either systems, that's going to replace

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terminals or a pundit just saying.

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They're going to be obsolete

in the next number of years.

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I'd say that's always possible,

but we're prepared for that.

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Track 1: For that.

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Tim McWeeney: the next great

thing in payments is something we

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don't even know what it is yet.

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we are just now getting back into

talking about which, or 10 years

423

ago was the next great thing.

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then it died at a pretty quick death.

425

And now we're just getting back

into it now because people realize.

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The inherent risk biometrics and

safety measures have to be taken in

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order to protect someone's biometrics.

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I can't change what this is.

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Track 1: Your fingerprint.

430

Tim McWeeney: and when I submit that

credit transaction, pretty much giving it

431

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

432

So I anything's possible, but I

don't see it in the near term future.

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Track 1: I got you.

434

Now Tim, I read some place where you

made the following empowering statements,

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which I'm about to relate back to you.

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and I would like you to add

some more context to them.

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And here's the reason why.

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On the surface, these might

appear to be common sense.

439

Especially among seasoned sales

professionals, but by no means are they

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common practices and do feel free to

introduce any anecdote to make your point.

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Here we go.

442

The professional salesperson practices and

practices until they approach perfection.

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What can you add to that?

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Tim McWeeney: A lot.

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The professional anything and

practices they approach perfection.

446

Sales is a profession.

447

If we in sales don't consider ourselves

professionals, we are doing ourselves

448

and our profession a disservice.

449

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

requires And training requires learning.

450

And learning requires and repetition.

451

There isn't a thing I do, including

what we're doing right now that

452

I haven't practiced my own.

453

And many people say practice

in front of a mirror.

454

It's good to do it because you

get an opportunity to see what

455

it is you look like, good or bad.

456

Your hand motions, facial

motions, things like that.

457

You get an opportunity to

see what what your partner,

458

partner is going to be seeing.

459

But if we don't practice until we

approach perfection, We are doing

460

ourselves, our company, our industry,

and our customers a disservice.

461

The last thing we should do in a sales

cycle is deliver the presentation.

462

And everything happens before that.

463

And

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with that, practice.

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Track 1: Well said.

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Next one.

467

Never assume the customer is all powerful.

468

We are being met with for a reason.

469

Tim McWeeney: Correct.

470

Our time is valuable.

471

Our partner's time is valuable.

472

If we're meeting with them

about a business proposition,

473

being met for a reason.

474

Now, it's our job as salespeople

to uncover the need and to

475

develop a value proposition and

present that and, understand.

476

That the customer, I use that in

quotation marks, is not all powerful.

477

You're there because you have

something important to sell.

478

And if you don't believe that,

then you shouldn't be there.

479

Track 1: Absolutely.

480

Tim McWeeney: So as I walk into a

sales presentation for a partner or

481

a new customer, I'm very interested

to hear what they have to say.

482

I'm very interested to

hear what their needs are.

483

But I'm there to provide solutions.

484

It's not they're more powerful than I

am or I'm more powerful than they are.

485

We're here to help one another.

486

And so when we assume, is a bad

thing to do in any case, uh, that

487

the customer is all powerful, we have

given up all power in negotiation.

488

We might as well just hand the

customer your price book and just

489

tell him to pick what he wants.

490

Not a good place to be.

491

Track 1: Very good response.

492

Now the next one, sell by partnerships,

sell by value, solve problems.

493

Partnership isn't just a word.

494

It is a way of life.

495

If you want to succeed.

496

Tim McWeeney: Right.

497

And, and that question, I've

been saying that throughout

498

our entire time here together.

499

It's part, it's partnership 360.

500

Everybody's payment terminal is good.

501

I have some really tough

competitors out there.

502

Nothing wrong with

their payment terminals.

503

I have a really good payment terminal.

504

But if my differentiation is my

hardware is better than their

505

hardware, that's a commodity.

506

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

507

believe me, this is not, again,

we talked about over time.

508

You cannot learn a customer's

value system in one call.

509

Both parties.

510

company, my customer's company, have

got to be willing to invest the time

511

to understand what's valuable and what

applications and systems we have to help

512

more value, not only for them, but for

their downstream customers, because it's

513

all about their growth of business, too.

514

So if we sell by hardware or sell

by price, we are cutting ourselves

515

short and we are, we're really

diminishing we are and what we can be.

516

a, in a partnership relationship

like this and you know, the beautiful

517

thing about, partnerships is that

they go on for many, many years.

518

nothing lasts forever, but

they go on for many years.

519

people can come and go, but when you

sell the system and you sell the value

520

system of the partnership, stays.

521

Unless company decides that, for whatever

reason, it's not good for them anymore,

522

but they have a tendency to last.

523

a very long time.

524

I'm working with people now that I've

worked with essentially since I got here.

525

It's been five years

and we're going strong.

526

Track 1: The next statement, embrace any

skepticism as an opportunity to listen

527

to customers in order to position value.

528

Tim McWeeney: One of the things

that I was very fortunate in the

529

transportation industry is we had a

rigorous internal training program.

530

And our training guru was a fellow,

based out of North Carolina.

531

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

532

And he was a master.

533

He was an absolute master at his

craft and his craft was teaching

534

and improving, the salespeople that

reported up under, underneath him,

535

but also helping our customers.

536

training is, such an important part of

what we do uh, it cannot be overstated.

537

And unfortunately, in today's world.

538

Companies, and we chatted about this

a little bit before we went live,

539

but so many companies have gotten

away from that and become humans have

540

become transactional that's a mistake.

541

It's that's unfortunate thing,

but, um, at a customer raising

542

objections as a sign of interest.

543

the customer's not raising objections.

544

Well, help them along because

they certainly have some and

545

don't run from them, embrace them.

546

An objection that's been successfully

handled is another big step on the road

547

to completing the sales partnership.

548

So why would I run from a customer or

something that I'm presenting to them?

549

Perhaps, the value of

it, perhaps the price.

550

And then those become greater

points for discussion, embrace it,

551

welcome objections as a sign of

interest, don't be afraid of it.

552

And, sadly, again, many

salespeople fear it.

553

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

554

They've objected to so many

things in my presentation.

555

That just gives me another

reason to come back as I, as I

556

overcome all their objections.

557

Track 1: Got you.

558

Well, Tim, thanks for bringing

clarity to those statements.

559

Tim McWeeney: No, you're

560

for pointing them out.

561

Collaboration and teamwork are

often crucial in sales environments.

562

How have you cultivated strong

relationships with your team and

563

colleagues to achieve your goals?

564

Tim McWeeney: it's essential.

565

I cannot be successful without

respect and admiration of the

566

professionals that I work with.

567

I'm surrounded by a great team,

surrounded by great management.

568

I can't say that for every organization

that I've worked in, but I can clearly

569

say that from top to bottom in Ingenico

US, from Peter Stewart to Skip Hinshaw

570

to Tracy Klein, my manager, To my

collaborators internally and internal

571

managers and product managers and project

managers, we all have our partners in

572

mind creating something for them that's

special, that's worthwhile, that's

573

valuable, and that can be long lasting.

574

Again, we talked about this, about

awards, and we kind of keep coming

575

back to certain things, but it's

really interesting, but it's true.

576

Awards aren't won by individuals.

577

They're won by teamwork, and

I'm surrounded by a great one.

578

That's internally.

579

Externally, the same thing has to happen

that we have to have respect for our

580

customers process and our partners

work environment and who manages what

581

and don't rely on one person, one

focal person to handle everything

582

for you within that organization.

583

Now that's a fine line.

584

You don't want to cross over.

585

The authority of what you have as an

outside partner, an outside vendor, so

586

to speak into someone else's business.

587

But at the same time, relying on one

person to do everything for you within

588

that organization is a very big mistake.

589

So multiple layers of need to

be built not only with me as

590

the focal point, but my internal

collaborators at Ingenico as well.

591

And this is simply

called team selling, but.

592

really works both ways with our partners

and internally here at Ingenico.

593

It's a team sale.

594

It's essential.

595

You cannot be successful

over time without this.

596

Track 1: As a leader in payment

sales, what advice would you offer

597

to aspiring professionals looking

to Make their mark in the industry

598

Tim McWeeney: Sure.

599

And we do have a lot of young people.

600

Now, you look at the 40 under 40,

one of my guys is on that list.

601

Andy Koch is on it.

602

I'm very proud of Andy.

603

He came into this industry two

years ago, barely knowing how to

604

run a credit card transaction.

605

And he's one of the top people

we have at Ingenico today.

606

And he was recognized by ETA as one

of our 40 under 40 and he's going

607

to be at the Transact as well.

608

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

very, very hard and that's my advice

609

If you like payments if you like the

electronic payments industry, and it's a

610

fascinating industry It's ever changing It

is dynamic By its definition, it's dynamic

611

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

of this industry learn all you can learn

612

don't rely on product knowledge or company

knowledge to get you where you need to be.

613

One of the great things about ETA is that

they have all of these learning classes

614

out there that you can be a member of and

some, most of them are little or no charge

615

and it just takes initiative to do it.

616

I can tell you that after 20, oh

gosh, almost 30 years, really in this

617

industry, my learning has never stopped.

618

I'm learning something new every day.

619

And as I mentioned earlier, the changes in

this industry are coming so fast now, and

620

the way payments are going to be handled.

621

This is the nature of the business now.

622

This is the nature of the beast.

623

Change is going to be managed daily.

624

And in order to stay abreast of

that, one needs to learn, and

625

one needs to continue to learn.

626

And the

627

Track 1: time.

628

Got

629

Tim McWeeney: be, the other piece

of advice would be, be persistent.

630

persistence is probably the

most character attribute someone

631

who does what do to have.

632

If you're not persistent, and

there's a fine line between being

633

persistent and being irritating,

probably have been called both.

634

I know I've been called both.

635

But, nevertheless,

internally, be persistent.

636

persistence wins over time.

637

Track 1: you.

638

639

What are you most proud of?

640

Tim McWeeney: I guess, professionally,

I'm most proud of, the work

641

that my team accomplished.

642

We, created, record revenue for the

fifth straight year within Ingenico.

643

We, became a, a, extremely

important channel to, Ingenico.

644

And, I could not be more proud of the,

effort and the success and the drive

645

of everyone that been on my team or

that we've worked with internally.

646

Professionally, I'm extremely

proud of that success and, we're

647

to, Do this six times in a row.

648

Track 1: With that said,

we'll be right back.

649

The lightning round bridges to

excellence inspired leadership

650

in payments and fintech.

651

Track 1: Okay, Tim, quick

questions, quick response.

652

What one word would you use to

describe your career journey so far?

653

Tim McWeeney: Diligent.

654

I've never been out of work.

655

I've had a couple of times

where I've been in between jobs,

656

but I never missed a paycheck.

657

I think that would be it.

658

So, diligent.

659

Very

660

Track 1: Got you.

661

Now, what is the one thing

you attribute to your career

662

success to the level it is today?

663

Tim McWeeney: Persistence.

664

Track 1: Success means?

665

Tim McWeeney: Well, success should

mean what you want it to mean.

666

whether it's personal or professional.

667

Success comes from within.

668

Not externally.

669

And I feel like I am successful.

670

success is ongoing, is a road.

671

it's not a destination.

672

At least it isn't for me.

673

It's daily, it's weekly,

monthly, and it's not something

674

that's given, it's worked for.

675

Success is a journey

and not a destination.

676

Track 1: what is the most

common misconception about you?

677

Tim McWeeney: pushy.

678

Not pushy.

679

I just know what I want.

680

And

681

Track 1: Persistent.

682

Tim McWeeney: want you to be my partner.

683

Yeah.

684

Track 1: What has you fired up right now?

685

Tim McWeeney: With

work, it's the industry.

686

What I mentioned earlier, we're

in a electric industry and

687

so many things are touching.

688

Not just payments, but the way

money is handled, the way money is

689

considered, what we call money, crypto

versus cash versus the next thing

690

that we're going to be trading on.

691

It's exciting.

692

I try to stay abreast with as

many different arenas, but I mean,

693

it's everywhere and we're a part

of it because that's what we do.

694

help move money from point A to

point B and sometimes back again.

695

That's what we do.

696

It's an incredibly important,

responsible thing that we do.

697

Important and responsible thing we do.

698

we better be very, very good at it.

699

As much to all my competitors,

because this industry is changing

700

and it's changing daily and

we have to stay on top of it.

701

But yeah, it's the industry itself.

702

The electronic payments industry.

703

It's a great place to be.

704

Mhm.

705

Track 1: Tim, we covered a lot today.

706

And if final thoughts or

comments before we wrap up, very

707

Tim McWeeney: I'm very happy that you

asked me to be here and thrilled to do so.

708

and I appreciate this very much.

709

there are fewer years ahead

for me than there were behind.

710

That's just a fact.

711

Unless I plan on living to be 140.

712

Wait a minute.

713

I've aged myself 135, but

either case, doubtful.

714

So I find myself, spending more time

being grateful, for not just the things

715

that my wife and my family have, but

where I'm at and my responsibility.

716

to myself and those around me and, and

my company and the people that work

717

with me and our partners to provide

them something reliable and dependable.

718

I, I'm cognizant of that fact, but

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

719

made personal changes in my life.

720

I've dropped a lot of weight naturally.

721

I haven't been on any of

these or shots or anything.

722

I just went on a diet and lost 65 pounds.

723

And that's going to help my health

and that's important to me as well.

724

It's gotta be, it's gotta

be important to everyone.

725

So things become in greater focus

as one reaches middle sixties.

726

And, the important things in

life love and health and family,

727

and finance and economy work.

728

uh, Staying focused and making sure that,

I spend valuable time rest and recreating

729

and valuable time, working in the job

that I love and the industry I love.

730

well now, if someone wants to

get in touch with you for more

731

information, how can they reach you

732

Sure.

733

You can reach me at Ingenico at McWeeny.

734

So, Tim.

735

McWeeny at Ingenico.

736

com.

737

You can hit me up on LinkedIn.

738

I'm on, Facebook.

739

Shows you how old I am.

740

I'm on Facebook.

741

Ha, ha, ha, ha, ha.

742

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

743

I'd be happy to help.

744

Track 1: now, Tim, again, thanks for

being on our show and to our listeners,

745

as always, thanks for your time as well.

746

And never forget the more you expect

from yourself, the more you excel.

747

You've been listening to Bridges

to Excellence podcast, inspired

748

leadership and payments and fintech.

749

Be sure to join us next time for more

conversations with another of your

750

colleagues in payments and fintech.

751

Insightful conversations in their

journey to excellence for transcripts

752

and other materials covered on the show.

753

Visit us at DesmondNicholson.

754

com.