Customer Misconception: The Certificate of Destruction Removes Regulatory Liability – Selling Information Disposition by the Book (vol. 7)
By Bob Johnson It is understandable that data controllers would be comforted by believing that once they have a certificate of destruction from the service provider, they are no longer responsible for the security of the information. Unfortunately, there are still service providers that try to capitalize on that misconception. At its worst, this position […]
Read more »Leverage NAID Content to Your Advantage
Kelly Martínez, NAID Director of Marketing & Communications Have you ever heard the phrase “Content is King”? Bill Gate first coined the phrase in 1996 and Marketers have made it a religious mantra ever since – with good cause of course. Gates predicted, “Content is where I expect much of the real money will be […]
Read more »Conclusion – Selling Information Disposition by the Book (vol. 12)
By Bob Johnson I came into this blog series with two intentions: First, I wanted to demonstrate the fact that the new Information Disposition textbook confronts the top ten misconceptions that keep NAID members from best serving their customers. And that, properly understood and used, it could help service providers overcome those misconceptions. Second, many […]
Read more »Do this! Show professionalism, Build loyalty, Add revenue
By: Bob Johnson, NAID CEO I am easily distracted. I was in the middle of writing a draft of the 3rd chapter of the forthcoming Information Disposition textbook on the problems associated with the creation of duplicate records when it occurred to me that it’s springtime. It also occurred to me that tax season just […]
Read more »Coaching Sales People into Sales Champions
By: Ray Barry Two of the main reasons some salespeople fail are: Lack of initial sales training and support Lack of ongoing support and COACHING. Every great athlete believes in having a coach to help them get better and improve their game every day. Look at top tennis professionals and golf professionals. Sales and business […]
Read more »Building a National Accounts Network: Following the Bread Crumbs
By Bob Johnson, NAID CEO Unless you’ve been under a rock for the last year, you know there’s been a major shift in the market for national service providers. Any way you slice it; there are fewer options for customers looking for a one-stop shopping approach to their destruction needs. But here’s the rub, building […]
Read more »Are you connecting?
By Ray Barry, NAID Deputy Executive Director The key to accumulating a long list of loyal clients in the document destruction industry is “relationship-based” solution selling. It is no longer a transactional sale but more of a complex sale with moving parts. Anyone can quote a price for a specific service. If clients just wanted […]
Read more »Why do some salespeople fail?
By Ray Barry, Chief Shreducation and Member Relations Officer When I speak with business owners in the information destruction and records management industries, one of the biggest issues they face is finding the right sales professionals for their businesses. And, once they find a good sales professional, they struggle with helping him/her maintain a certain […]
Read more »Selling versus consulting
By Ray Barry, Chief Shreducation and Member Relations Officer “People will pay more if they perceive there is greater value or a deeper reason for buying from one provider over another.” ‑ Chet Holmes, “The Ultimate Sales Machine” This quote from the late great Chet Holmes tells me one specific thing: It’s not always about […]
Read more »People buy for their reasons, not yours
By Ray Barry, NAID Deputy Executive Director People buy for their own reasons, not yours. This is a mindset that average sales professionals do not understand. The top sales professionals understand that everyone makes their purchasing decisions based on different motives. No two decision-making processes are exactly alike. The only way to discover what these […]
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