How do I build trust?
By Ray Barry, Chief Shreducation and Member Relations Officer In the information management and destruction industries, relationships rule the sales process. You get a new client as soon as you build know, like and trust feelings with a prospect. If you lost a deal, it’s most likely because the prospect knew, liked and trusted your […]
Read more »Vendor selection isn’t difficult but it’s critical to risk management
By Bob Johnson, NAID CEO Every data protection law in the world holds clients responsible for making sure their third party data processors meet regulatory requirements and security standards. This applies to clients hiring services such as records storage, data destruction, computer recycling and imaging services, among others. The regulations contain language to make sure […]
Read more »If you aspire to great success, a coach is a necessity
By Bob Johnson, NAID CEO Athletes, especially professional athletes, provide one of the most obvious examples of human beings who have to continually focus on improving their performances. Their livelihoods depend on it. And, whether they are the front lineman on a professional football team or a star tennis player, they have a coach. Think […]
Read more »Attitude is the key
By Ray Barry, NAID Deputy Executive Director The most important quality that top sales professionals and business owners possess is, without a doubt, a positive attitude. I have never met a great sales professional that had a negative attitude. In sales, as in life, attitude is a major factor in your successes and failures. Your […]
Read more »How to create an incident response plan
By Holly Vandervort, NAID Chief Compliance Officer One of the more game-changing additions to the NAID AAA Certification Program in 2014 was the requirement for certified companies to develop a written incident response plan for suspected or known security incidents. The NAID Certification Rules Committee developed this criterion in direct response to data protection regulations […]
Read more »You’re not their friend, you’re their adviser
By Bob Johnson, NAID CEO As I write this, I’m at the Los Angeles Shred School workshop. At the front of the room Ray Barry is teaching 35 industry professionals how and when to best submit a proposal for maximum results. It is hard to describe how captivated the audience is. Ray is giving them information they […]
Read more »Creating a barrier to entry into your market
By Bob Johnson, NAID CEO In my most recent SDB magazine column, I ruminate on the low barrier to entry in the secure destruction industry. I encourage you to read it if you haven’t. First, as I stated in the aforementioned SDB column, established service providers should see barriers to entry as a good thing. Low […]
Read more »Top questions to ask in the decision-making process
By Ray Barry, NAID Deputy Executive Director One of the most challenging things in developing new business is identifying the stage of buying in which your prospect is and aligning that with your sales process. If you looked at the last 10 opportunities that you lost, I bet you lost them for failing to truly […]
Read more »Zero tolerance on data breaches is inevitable
By Bob Johnson, NAID CEO I’ve been a bit preoccupied with the early signs of the consequences of data breaches entering a new era. As I have written, when (not if) those distant smoke signals become an accepted reality, data breaches will no longer be survivable. Though statistics show some organizations that have data breaches don’t […]
Read more »Get out of that slump
By Ray Barry, NAID Deputy Executive Director The summer has arrived here in beautiful South Carolina and it’s time for baseball! If I am not teaching companies how to grow their business or destroying stuff, you can usually find me watching my son on a baseball field. When I look at the great sport of […]
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