Not designating an accountable decision maker can be fatal
By Bob Johnson, NAID CEO From the dawn of sales, sales professionals have struggled with the task of getting to the decision maker. It’s frustrating to discuss the benefits of a solution, if the person is incapable (or resistant) of understanding the need or, too often, incapable of making the decision. But as frustrating as […]
Read more »Clients are not data destruction experts
By Bob Johnson, NAID CEO Unfortunately, some clients have a troublesome and risky perspective on their data destruction requirements. Namely, they think they already know all they need to know. Here are symptoms of that risky perspective: The client is only interested in the price. The client views any discussion about qualifications as an attempt […]
Read more »Feel the burn to build your business
By Amy Larrimore, Chief Executive Officer of The Gamechanger If you wanted to get into shape and you followed the path that most people pursued, you’d join a gym. The reason people join gyms is because a gym has some version of everything needed to supercharge the human physique in multiple variations to spark motivation. […]
Read more »Excuses and blame prevent success
By Bob Johnson, NAID CEO Whose fault is it if a competitor is screwing up the marketplace with low pricing? Who’s to blame if a customer doesn’t care about service provider qualifications? I know a very successful guy in our industry who will tell you it doesn’t matter. First, he says, whining about things you […]
Read more »Address improper data disposal’s weakest link
By Bob Johnson, NAID CEO Last year I saw a headline reading, “Study shows employees and contractors are biggest cause of breaches.” My first reaction was “that’s interesting.” My second reaction was, “Who else could it be?” Even high profile hacking cases involve employees inappropriately clicking on links and allowing the bad guys in. When […]
Read more »How to prepare your customers for disaster
By Heather Shimala, Document Recovery Account Manager “Prepare for the unknown by studying how others in the past have coped with the unforeseeable and the unpredictable.” – Gen. George S. Patton If only we truly learned from our mistakes. What a novel idea, right? I’ve spent the last 15 years in the information management evolution, from […]
Read more »Keeping it simple: Plan, execute, evaluate
By Joe Harford, founder of Reclamere All machines need some sort of oil to run. This is no different when it comes to the machine that produces revenue for your company or organization – sales and marketing. The oil of your sales and marketing is your plan. Each sales call and marketing task needs to […]
Read more »Data breaches: Are they good for business?
By Tom Dumez, President of Prime Compliance We have all read the stories: a large retail store has a data breach, a large home improvement store has a breach, a large U.S. post office has a breach, a large motion picture company has been hacked, and this list goes on and on. Nowadays, data breach […]
Read more »Why a ‘destroy all’ data disposal strategy is the only reasonable option
By Bob Johnson, NAID CEO A “destroy all” data disposal strategy is the only safe and reasonable option. For instance, at our organization, I have no control over our firewall. Emails are scanned to remove harmful links. It would be very difficult for any employee to circumvent these data protection measures. I think most people would agree the more […]
Read more »Guilt by association: Betraying ourselves and customer confidence
By Bob Johnson, NAID CEO In any service industry, there is the temptation to embellish, a.k.a., “marketing puffery.” To some degree, I think we forgive it because it is easy for customers to recognize. When a service provider says they are “the most trusted name in the secure destruction industry,” potential clients understand what this […]
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