Seven things you need to do every day
By Ray Barry, NAID Deputy Executive Director Whether you are a sales professional, business owner, or you wear many hats, your typical day is most likely hectic and full. It is easy for professionals to fall into the habit of spending time on menial tasks that do not generate revenue for the business. In this […]
Read more »A game changer that has been years in the making
By Bob Johnson, NAID CEO My first reaction was, “WOW!” My second reaction was, “It’s about time.” My third reaction was, “This is going to change everything.” I am talking about the news that a judge in Florida just awarded $3 million to plaintiffs in a class action suit stemming from a data breach after a laptop […]
Read more »How to position yourself to access the C-Suite
By Tom Adams, Coach and Adviser It’s an important goal for almost every salesperson: get access to senior executives in prospective client companies — the C-Level decision makers who approve deals. While they are not always involved in the actual purchase of services, it is clear they have enormous sway over which providers get an […]
Read more »Is the prospect’s apathy toward security their fault?
By Bob Johnson, NAID CEO It’s the universal lament of the secure data destruction vendor heard from New Hampshire to Hong Kong: “The customer only cares about price!” But is that their fault or ours? After all, it’s not their job to know about data protection regulations, breach notification, vendor qualifications or the consequences of […]
Read more »Likeability equals success
Ray Barry, Chief Shreducation and Member Relations Officer “The main work of a trial attorney is to make the jury like his or her client.” – Robert Cialdini, “Influence” We are all aware that our prospects and clients want to do business with sales professionals and organizations they know, like, and trust. Building the “know” […]
Read more »Getting mentally fit
By Ray Barry, NAID Chief Shreducation and Member Relations Officer As we begin a New Year, all of us look at the previous year and think of what we can do better in the new one. Everyone usually has a list of resolutions they start in January and unfortunately may be gone by February. The […]
Read more »The challenge of operating with integrity
By Bob Johnson, NAID CEO From the beginning, NAID has held the position that a fully informed customer is the best strategy for improving conditions for reputable secure destruction service providers and the industry overall. This is based on the premise that the only way disreputable operators can function is by preying on customer ignorance […]
Read more »Is your competition giving you the weapons you need to prevail?
By Bob Johnson, NAID CEO Reading Sun Tzu’s “The Art of War” became popular in business management circles in the 1990s. You still hear it referenced today, though certainly less often. The thinking at the time was that the 3,000-year-old treatise on the conduct of war had keen insights for competition in the business world. […]
Read more »Knowing desired outcome is critical to preparing properly
By Bob Johnson, NAID CEO My commute from home to the NAID headquarters office is an enviable three miles and usually takes less than seven minutes. For the next two years, however, my typical route down 19th Avenue is one big construction site as they prepare to extend the Phoenix light rail four miles north. […]
Read more »Shred event liabilities are worth considering
By Bob Johnson, NAID CEO In Tuesday’s NAIDnotes post, I tried to delineate the evolution, relative merits and divergent perspectives on shred day events. Today, I’d like to delve into the liabilities related to such event, some of which are often overlooked. As long as this blog is, it provides only a summary perspective on […]
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