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Sales & Marketing

A message to consumers about misleading marketing claims

By Bob Johnson, NAID CEO I’d like to think the increasing regulatory liabilities for data protection would make customers less susceptible to misleading or false marketing claims but the truth is it hasn’t. That’s a frustrating realization but it understandable. The fact is that as demand for data protection solution goes up, competition intensifies. At […]

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Is it time for a new sales strategy?

By Bob Johnson, NAID CEO At one point in my career in the secure destruction industry, before NAID, I made my living as a consultant. One of the proudest moments in my life came when the largest company in the industry at that time, Document Services, Inc. (DSI), in Detroit, Mich., hired me for a turnaround […]

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When bragging is a good thing

By Bob Johnson, NAID CEO I am betting something has happened at your organization in the last couple of months that was worth bragging about. Maybe your company had its 5th anniversary. Maybe it shredded its one millionth pound of records or its 10 thousandth hard drive. It could be that you added a new […]

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Tools to make your social media job easier

By Kristina Carlberg, NAID Director of Communications In the wake of two tragedies this week, I wanted to write a lighthearted post, something that could inspire creativity and improve business processes. This post is for social media novices and influencers looking for ways to stay ahead of the curve. This post is for businesses just […]

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Social media is online networking for your business

By Paul Garfunkel, Intek Leasing I have been asked several times why social media is beneficial to my business. The answer is simple, social media is the online equivalent of a networking event. These days it’s harder and harder to meet with prospective clients face to face. In my case, I service clients all over […]

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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 […]

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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 […]

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Why is our approach to sales and marketing often illogical?

By Bob Johnson, NAID CEO Would you trust a contractor to build you a house without a plan? Would you set out on a long road trip without a good understanding of how to get to your destination? Why then, do so many of us think we can build a company without a plan or […]

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Protect your reputation: Distinguishing between puffery and a lie

By Bob Johnson, NAID CEO In most industries, a good reputation is paramount to meaningful sustained success. It just so happens that in the secure destruction industry there is still a lot of customer (and service provider) confusion about what the laws require. Unfortunately, that confusion creates an environment that tempts service providers to capitalize […]

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What’s your personal mission statement?

By Bob Johnson, NAID CEO Many organizations have mission statements and they come in all sorts of shapes and sizes. At their best, mission statements provide a litmus test for organizational decision making, hypothetically, even guiding the day-to-day decision making and actions of frontline employees. At their worst, they are incoherent ramblings that cover so […]

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