What is the role of subject matter expertise in relationship selling?
By Bob Johnson, NAID CEO Anybody in sales is all too familiar with sayings like “people do business with people,” “all sales are based on relationships,” and “people buy emotionally and explain it intellectually.” The reason we are so familiar with these sayings is that they are largely true. Sometimes the relationship is between two […]
Read more »Light your hair on fire!
By Bob Johnson, NAID CEO As the NAID 2013 Annual Conference nears, I find myself reflecting on last year’s event. More specifically, I was thinking about two points made by our keynote speakers last year. Tom Adams, who has spoken at many NAID events, spoke on day two of last year’s event. One of the […]
Read more »Common small business security risks threaten your business
By Angie Singer Keating, Reclamere CEO As professionals in the secure destruction business, we must project an image that conveys trust and expertise at all times. While we focus on the best equipment, people and processes for managing our client’s data and/or paper, how often do we think about the public relations nightmare that a […]
Read more »You made it; now get ready to grow
By Bob Johnson, NAID CEO Optimism is returning, and rightfully so! We are surrounded by signs that the economies of the world have turned the corner. Construction is consistently increasing. Credit is available to worthy borrowers. Stock markets around the world have rebounded. Job creation is trending up globally. Scrap value and demand is healthy. […]
Read more »Improve your sales productivity by 5% in 2013
By John Boyens, Owner of The Boyens Group If a salesperson or business owner wants to get off to a quick start in 2013, they can’t confuse sales activity with sales productivity. As a matter of fact, the most successful salespeople and business owners I know establish processes that are repeatable and scalable. That way […]
Read more »Your attendance at NAID 2013 is newsworthy
By Bob Johnson, NAID CEO For this year’s NAID conference, attendance numbers are looking very strong. Most of the advance promotion for the event stresses the topical subject matter, high quality presenters, the networking opportunities and the amazing trade show. Obviously, many industry professionals are attracted to the event as a result. Something we don’t […]
Read more »Today’s changes are no more or less dramatic than yesterday’s
By Bob Johnson, NAID CEO Over the past couple of years, there has been a lot written about how the secure destruction industry has been changing, including how the market has matured, how customers’ behaviors are evolving, and how regulatory challenges and opportunities are increasing. Often comments like these imply that before these changes happened, […]
Read more »Why you should use NAID tools designed for the industry
By Bob Johnson, NAID CEO In the not-too-distant past, some members would say they were not getting NAID Certified because many customers were not aware of it. Similarly, I recently talked with an industry professional who was considering becoming a Certified Secure Destruction Specialist (CSDS). The thing holding him back was that it was not […]
Read more »NAID 2013 session to discuss route drivers in sales
By Bob Johnson, NAID CEO There is a great discussion unfolding on the unofficial NAID LinkedIn group page where industry professionals are sharing ideas about involving route drivers in the sales process. As many of you know, I have always felt that route drivers have been underused in the sales process. To be fair, there […]
Read more »2013 board candidates represents average members
By Bob Johnson, NAID CEO Yesterday, the NAID Board of Directors approved the slate of candidates competing in the upcoming general election. This election is to fill board positions that will be vacated in March. The candidates competing in the general election are listed below. I am happy to report that everyone nominated who wanted […]
Read more »