| CURRICULUM |
DAY 1: Industry Orientation
09:00 - 16:30 (Earn six CSDS continuing education units.)
History of the Destruction Industry and Top Mistakes to Avoid
The first session of Shred School is a comprehensive overview of the records and information management (RIM) and secure destruction services marketplaces. This session outlines the historic landscape of information destruction and the top 10 mistakes to avoid in the industry. Attendees will leave this session with a thorough understanding of the interrelationships between the factors and players that influence the secure destruction world and the potential pitfalls for industry veterans and newcomers
Industry Concepts: Speaking the Language
To walk the walk, one has to talk the talk. This session defines terminology of the secure information destruction industry. Understanding key records management, secure destruction, and security terminology and concepts is critical to subject matter competency and confidence. Attendees will develop a greater understanding of industry jargon that will help them better communicate with the variety of professionals they will encounter in the sales environment.
Understanding Data Protection Regulations
Increasingly strong data protection regulations have been the important drivers of industry growth over the past decade but they remain among the most misunderstood and misrepresented areas. As a result, many secure destruction service providers are missing out on opportunities to capitalize on them. In this session, attendees will learn how to speak more intelligently about regulations to clients, use that information in the sales arena, and help their clients achieve compliance.
Attraction and Networking in Sales
With the right network in place, prospecting becomes unnecessary. In this session, attendees will learn how and where to best focus their networking activities for maximum results. The session also includes steps that will assist attendees in implementing a deliberate, in-depth networking strategy and how that can generate predictable revenue for their businesses.
Building Relationships in Sales
The reality is that when it comes to building and developing relationships in the destruction industry, cold calls are not productive and make sales representatives blend in with the crowd. Balancing industry expertise with relationship building is crucial to becoming a successful salesperson. In this session, participants will learn why cold calling is not an effective sales strategy and what they can do to build their businesses now.
Social Media 101
Social media is a major ingredient in corporate and personal branding as well as customer loyalty. This session highlights the evolving social media landscape, paying particular attention to the basics, like setting up accounts, social media etiquette, comparing the strengths and weakness of various platforms, and types of content that are most likely to engage the right audiences.
DAY 2: Comprehensive Training
09:00 - 16:30 (Earn an additional six CSDS continuing education units.)
Digital Marketing Strategy
This session will feature ways to implement social media, content marketing and advertising strategies with an emphasis on their practical application for secure destruction companies. Included among the information provided is a scalable, step-by-step approach to building an integrated marketing plan that is consistent with company sales and marketing goals.
Prospecting on LinkedIn
What do top sales reps have in common? They cite LinkedIn as the No. 1 tool for business and relationship development. They view LinkedIn as essential to business, not just another sales tool. In this session, attendees will learn how to be strategic, targeted and deliberate with the data available to them on one of the largest professional social media channels in the world.
The Art of the Proposal
One of the worst mistakes a salesperson can make is giving away his/her price information too early in the sales process without proper qualification. When is the right time to submit a proposal for service to a perspective client? Attendees will learn the timing, finesse and look to a quality proposal in this session, including what the most professional proposals always have in them.
NAID Programs Part One: Certification and Downstream Data
NAID Programs Part Two: CTK, Customer Employee Training, Doctor's Office Marketing
In part two of NAID programs, attendees will learn about the Customer Employee Training Program, Information Destruction Policy Compliance Toolkit and the Doctors’ Office Marketing Program. In this session attendees will get an orientation of these programs, including an update on lessons learned in the course of their use that enhanced their success.
If I Were Your Sales Manager
Shred School is just the first step in professional development. The world of data destruction is evolving quickly. The knowledge gained and the tools provided in this workshop give an excellent foundation but true success can only be realized by becoming a student of the industry. This session will discuss how attendees can continue their professional development and introduce Shred School’s advanced educational forum.
09:00 - 16:30 (Earn six CSDS continuing education units.)
History of the Destruction Industry and Top Mistakes to Avoid
The first session of Shred School is a comprehensive overview of the records and information management (RIM) and secure destruction services marketplaces. This session outlines the historic landscape of information destruction and the top 10 mistakes to avoid in the industry. Attendees will leave this session with a thorough understanding of the interrelationships between the factors and players that influence the secure destruction world and the potential pitfalls for industry veterans and newcomers
Industry Concepts: Speaking the Language
To walk the walk, one has to talk the talk. This session defines terminology of the secure information destruction industry. Understanding key records management, secure destruction, and security terminology and concepts is critical to subject matter competency and confidence. Attendees will develop a greater understanding of industry jargon that will help them better communicate with the variety of professionals they will encounter in the sales environment.
Understanding Data Protection Regulations
Increasingly strong data protection regulations have been the important drivers of industry growth over the past decade but they remain among the most misunderstood and misrepresented areas. As a result, many secure destruction service providers are missing out on opportunities to capitalize on them. In this session, attendees will learn how to speak more intelligently about regulations to clients, use that information in the sales arena, and help their clients achieve compliance.
Attraction and Networking in Sales
With the right network in place, prospecting becomes unnecessary. In this session, attendees will learn how and where to best focus their networking activities for maximum results. The session also includes steps that will assist attendees in implementing a deliberate, in-depth networking strategy and how that can generate predictable revenue for their businesses.
Building Relationships in Sales
The reality is that when it comes to building and developing relationships in the destruction industry, cold calls are not productive and make sales representatives blend in with the crowd. Balancing industry expertise with relationship building is crucial to becoming a successful salesperson. In this session, participants will learn why cold calling is not an effective sales strategy and what they can do to build their businesses now.
Social Media 101
Social media is a major ingredient in corporate and personal branding as well as customer loyalty. This session highlights the evolving social media landscape, paying particular attention to the basics, like setting up accounts, social media etiquette, comparing the strengths and weakness of various platforms, and types of content that are most likely to engage the right audiences.
DAY 2: Comprehensive Training
09:00 - 16:30 (Earn an additional six CSDS continuing education units.)
Digital Marketing Strategy
This session will feature ways to implement social media, content marketing and advertising strategies with an emphasis on their practical application for secure destruction companies. Included among the information provided is a scalable, step-by-step approach to building an integrated marketing plan that is consistent with company sales and marketing goals.
Prospecting on LinkedIn
What do top sales reps have in common? They cite LinkedIn as the No. 1 tool for business and relationship development. They view LinkedIn as essential to business, not just another sales tool. In this session, attendees will learn how to be strategic, targeted and deliberate with the data available to them on one of the largest professional social media channels in the world.
The Art of the Proposal
One of the worst mistakes a salesperson can make is giving away his/her price information too early in the sales process without proper qualification. When is the right time to submit a proposal for service to a perspective client? Attendees will learn the timing, finesse and look to a quality proposal in this session, including what the most professional proposals always have in them.
NAID Programs Part One: Certification and Downstream Data
NAID offers a wide array of marketing tools designed to help members
grow their businesses and help their clients. While some members are
using one or more of them with great success, a much larger percentage
of members are overlooking these opportunities. In this session,
attendees will get an orientation on the programs yielding the best
results. The programs will be broken into two parts to discuss each
program in depth. This session will cover the NAID AAA Certification
Program and Downstream Data Coverage.
NAID Programs Part Two: CTK, Customer Employee Training, Doctor's Office Marketing
In part two of NAID programs, attendees will learn about the Customer Employee Training Program, Information Destruction Policy Compliance Toolkit and the Doctors’ Office Marketing Program. In this session attendees will get an orientation of these programs, including an update on lessons learned in the course of their use that enhanced their success.
If I Were Your Sales Manager
Shred School is just the first step in professional development. The world of data destruction is evolving quickly. The knowledge gained and the tools provided in this workshop give an excellent foundation but true success can only be realized by becoming a student of the industry. This session will discuss how attendees can continue their professional development and introduce Shred School’s advanced educational forum.
