Ep. 91 - B2B Selling Is Broken: What Actually Works On LinkedIn In 2026, with LinkedIn's Randy Petway

Ep. 91 - B2B Selling Is Broken: What Actually Works On LinkedIn In 2026, with LinkedIn's Randy Petway

Season 5 of The Payments Shed Podcast kicks off with a conversation that goes far beyond social selling. Justin Hanna is joined by Randy Petway, Senior Director and Head of Global Accounts EMEA & LATAM at LinkedIn Sales Solutions, to explore how B2B sales has fundamentally changed — and why so many organisations are still relying on outdated playbooks. Randy shares why the future of sales is increasingly being driven by signal, relevance, and discoverability rather than pure outbound volume. The discussion explores how buyer behaviour has evolved, why data quality is becoming one of the biggest competitive advantages in modern sales, and what separates the businesses consistently winning on LinkedIn from those struggling to generate meaningful engagement. They also unpack the shift from interruption-based selling to becoming discoverable by ideal customers, the biggest myths surrounding the LinkedIn algorithm, and why mindset often matters far more than tooling when building a successful sales strategy. Plus, Randy steps up for The Payments Shed's legendary Shelf of Shame to nominate one B2B sales and LinkedIn trend he'd happily banish forever. *** The Payments Shed Podcast is headline sponsored by Damisa. Damisa is a regulated cross-border payments and treasury infrastructure provider. Using a blend of traditional banking rails and stablecoin technology, Damisa helps businesses move money faster, cheaper, and more transparently across global markets. Its platform supports collections, settlements, disbursements, and liquidity management, while maintaining a strong compliance-first approach. Damisa is building the next generation of global payment infrastructure. Learn more at: https://www.damisa.xyz/ [https://www.damisa.xyz/] *** The Payments Shed Podcast is sponsored by Cyclops. Cyclops is a crypto and stablecoin infrastructure platform built for payments companies, enabling PSPs, acquirers and processors to offer crypto acceptance, stablecoin settlement and payouts without building their own blockchain stack. It provides a unified solution for pay-ins, pay-outs and fiat-to-digital asset conversion, with simple API or low-code integration. Learn more at: https://cyclops.finance/ [https://cyclops.finance/] *** The Payments Shed Podcast is supported by PCN. PCN is a boutique recruitment agency rooted in Amsterdam, driven by a singular mission: connecting top talent with industry leaders. PCN specialises in five core pillars — Fintech, Cybersecurity, SaaS, E-Commerce, and Salesforce — backed by a global network across borders. Learn more at: https://teampcn.com/ [https://teampcn.com/] *** Disclaimer: Any views or opinions referenced in this podcast episode are our own, or those of our respective guests, and they do not represent any views, opinions, or statements from our respective employers, or those of our guests. Additionally, any views expressed here are not intended as investment, legal, tax, or financial advice.

Ep. 90 - From Open Banking to Open Finance: Scale, Innovation and the Next Phase of Growth, with Mastercard - LIVE from Money 20/20 Europe 2026

Recorded live from Money20/20 Europe in Amsterdam, Grant Evans is joined by Ian White, Senior Vice President, Open Finance Europe at Mastercard, for a conversation exploring how one of the world's largest payments companies is helping shape the next generation of financial services. Ian shares Mastercard's perspective on the evolution of open banking, the growing convergence of payments and data, and why account-to-account payments are becoming an increasingly important part of the global commerce landscape. The discussion explores how consumer expectations are changing, the opportunities and challenges surrounding open finance, and why connectivity between financial institutions, merchants, and consumers is becoming more valuable than ever. They also unpack the role AI is beginning to play across payments and financial services, how Mastercard views the future of digital identity and trust, and why collaboration between banks, fintechs, and technology providers will be critical to unlocking the next phase of innovation. Plus, Ian steps up for The Payments Shed’s legendary Shelf of Shame to nominate one thing in payments he'd happily banish forever. *** The Payments Shed Podcast is headline sponsored by Damisa. Damisa is a regulated cross-border payments and treasury infrastructure provider. Using a blend of traditional banking rails and stablecoin technology, Damisa helps businesses move money faster, cheaper, and more transparently across global markets. Its platform supports collections, settlements, disbursements, and liquidity management, while maintaining a strong compliance-first approach. Damisa is building the next generation of global payment infrastructure. Learn more at: ⁠⁠⁠⁠https://www.damisa.xyz/⁠⁠⁠⁠ [https://www.damisa.xyz/] *** The Payments Shed Podcast is supported by PCN. PCN is a boutique recruitment agency rooted in Amsterdam, driven by a singular mission: connecting top talent with industry leaders. PCN specialises in five core pillars — Fintech, Cybersecurity, SaaS, E-Commerce, and Salesforce — backed by a global network across borders. Learn more at: ⁠⁠⁠⁠https://teampcn.com/⁠⁠⁠⁠ [https://teampcn.com/] *** Disclaimer: Any views or opinions referenced in this podcast episode are our own, or those of our respective guests, and they do not represent any views, opinions, or statements from our respective employers, or those of our guests. Additionally, any views expressed here are not intended as investment, legal, tax, or financial advice.

Ep. 89 - The Announcement: Mastercard Open Finance x Xryma - Cracking Cross Border A2A Payments - LIVE from Money 20/20 Europe 2026

Recorded live from Money20/20 Europe in Amsterdam, Grant Evans is joined by Ian White, Senior Vice President, Open Finance Europe at Mastercard, and Nikogiannis (John) Karantzis, CEO of Xryma, to discuss one of the event's major announcements: a new partnership designed to accelerate cross-border account-to-account payments. The conversation explores why A2A payments have historically struggled to scale beyond domestic markets, despite years of industry excitement around open banking and real-time payments. Ian and John unpack the challenges around settlement, currency conversion, reconciliation, and refunds that have limited broader adoption, and explain why the market is finally ready for a more seamless cross-border approach. They also dive into what Mastercard and Xryma are each bringing to the partnership, how the solution is designed to simplify cross-border payment experiences for merchants and platforms, and whether A2A can genuinely emerge as a viable alternative to traditional payment rails for global commerce. *** The Payments Shed Podcast is headline sponsored by Damisa. Damisa is a regulated cross-border payments and treasury infrastructure provider. Using a blend of traditional banking rails and stablecoin technology, Damisa helps businesses move money faster, cheaper, and more transparently across global markets. Its platform supports collections, settlements, disbursements, and liquidity management, while maintaining a strong compliance-first approach. Damisa is building the next generation of global payment infrastructure. Learn more at: ⁠⁠⁠⁠https://www.damisa.xyz/⁠⁠⁠⁠ [https://www.damisa.xyz/] *** The Payments Shed Podcast is supported by PCN. PCN is a boutique recruitment agency rooted in Amsterdam, driven by a singular mission: connecting top talent with industry leaders. PCN specialises in five core pillars — Fintech, Cybersecurity, SaaS, E-Commerce, and Salesforce — backed by a global network across borders. Learn more at: ⁠⁠⁠⁠https://teampcn.com/⁠⁠⁠⁠ [https://teampcn.com/] *** Disclaimer: Any views or opinions referenced in this podcast episode are our own, or those of our respective guests, and they do not represent any views, opinions, or statements from our respective employers, or those of our guests. Additionally, any views expressed here are not intended as investment, legal, tax, or financial advice.

Ep. 88 - 24/7 Treasury, Open Banking & Digital Assets: Payments at Global Scale with Citi - LIVE from Money 20/20 Europe 2026

Recorded live from Money20/20 Europe in Amsterdam, Justin Hanna is joined by Mark McNulty, Head of UK & Europe Payments at Citi, for a conversation exploring how global businesses are managing liquidity, treasury, and payments in an increasingly complex economic environment. Mark shares how large multinational organisations are rethinking cash management, cross-border payments, and working capital strategies as expectations for speed, visibility, and efficiency continue to rise. The discussion explores real-time payments, treasury transformation, and the growing importance of integrated financial infrastructure in supporting global commerce. They also unpack the role of emerging technologies, the impact of changing regulatory frameworks, and how banks and corporates are adapting to a world where money is expected to move faster than ever before. Plus, Mark steps up for The Payments Shed’s legendary Shelf of Shame to nominate one thing in banking and payments he'd happily banish forever. *** The Payments Shed Podcast is headline sponsored by Damisa. Damisa is a regulated cross-border payments and treasury infrastructure provider. Using a blend of traditional banking rails and stablecoin technology, Damisa helps businesses move money faster, cheaper, and more transparently across global markets. Its platform supports collections, settlements, disbursements, and liquidity management, while maintaining a strong compliance-first approach. Damisa is building the next generation of global payment infrastructure. Learn more at: ⁠⁠⁠https://www.damisa.xyz/⁠⁠⁠ [https://www.damisa.xyz/] *** The Payments Shed Podcast is supported by PCN. PCN is a boutique recruitment agency rooted in Amsterdam, driven by a singular mission: connecting top talent with industry leaders. PCN specialises in five core pillars — Fintech, Cybersecurity, SaaS, E-Commerce, and Salesforce — backed by a global network across borders. Learn more at: ⁠⁠⁠https://teampcn.com/⁠⁠⁠ [https://teampcn.com/] *** Disclaimer: Any views or opinions referenced in this podcast episode are our own, or those of our respective guests, and they do not represent any views, opinions, or statements from our respective employers, or those of our guests. Additionally, any views expressed here are not intended as investment, legal, tax, or financial advice.

Ep. 87 - Embedded Finance at Scale: Why Great Programmes Need More Than Great Technology, with Thredd - Recorded LIVE from the Equals stand @ Money 20/20 Europe

Recorded live from the Equals stand at Money20/20 Amsterdam, Justin Hanna is joined by Jim McCarthy, CEO of Thredd, for a conversation exploring how card issuing infrastructure is evolving to support the next generation of fintechs, banks, and embedded finance providers. Jim shares his perspective on the transformation of the issuing landscape, why legacy technology continues to hold many organisations back, and how modern issuer processors are helping businesses launch and scale innovative payment experiences faster than ever before. The discussion explores embedded finance, programme management, global expansion, and the growing demand for flexibility across issuing and payment products. They also discuss the role of AI in financial services, the importance of resilient infrastructure in an increasingly real-time world, and how fintechs can balance innovation, compliance, and customer experience as they scale globally. Plus, Jim steps up for The Payments Shed’s legendary Shelf of Shame to nominate one thing in payments he'd happily banish forever. *** The Payments Shed Podcast is headline sponsored by Damisa. Damisa is a regulated cross-border payments and treasury infrastructure provider. Using a blend of traditional banking rails and stablecoin technology, Damisa helps businesses move money faster, cheaper, and more transparently across global markets. Its platform supports collections, settlements, disbursements, and liquidity management, while maintaining a strong compliance-first approach. Damisa is building the next generation of global payment infrastructure. Learn more at: ⁠⁠https://www.damisa.xyz/⁠⁠ [https://www.damisa.xyz/] *** The Payments Shed Podcast is supported by PCN. PCN is a boutique recruitment agency rooted in Amsterdam, driven by a singular mission: connecting top talent with industry leaders. PCN specialises in five core pillars — Fintech, Cybersecurity, SaaS, E-Commerce, and Salesforce — backed by a global network across borders. Learn more at: ⁠⁠https://teampcn.com/⁠⁠ [https://teampcn.com/] *** Disclaimer: Any views or opinions referenced in this podcast episode are our own, or those of our respective guests, and they do not represent any views, opinions, or statements from our respective employers, or those of our guests. Additionally, any views expressed here are not intended as investment, legal, tax, or financial advice.