It's thirteen minutes after 10PM, and I'm still not done with updating the P4P Hotel forums with various industry news that came across my alerts today.
Earlier in the day, I took a few minutes to read the latest blog from West McDonald titled "A Lesson for Office Equipment Channel from the Alleged Realty Winner Leaks".
My first thought was who the heck would name their child Reality with the last name of Winner? Well, I can't fault them, because at one time I thought what if I named my son Trading or Fence. Thought my wife was going to kick me in the butt when she heard that from me.
K, back to the blog from West. Speculation is that the Feds found the suspect from a thorough examination of a printed document. For those of us in the industry we're aware of those yellow tracking dots that marks the paper with most color printers.
West went on to state that this latest leak has brought document security to the center stage. Companies secure their networks, their servers, install security cameras, encrypt their files, and yet they fail to realize that any employee at any time can print off a document(s) and stuff it on their person. It's a conversation most of us are not having with our clients.
However, what I really gleaned from West's blog was a series of discovery questions that West developed. Those questions were awesome and I knew I could use for creating a prospecting script, Once I was finished reading West's blog, I extracting those discovery questions, and gave them a tweak or two. By the time I was finished I had my (thanx to West) very own call script complete with the discovery questions and the rebuttals. I then printed that document on 11x17 paper and hung it in my cubicle for easy reference.
After a few stops in the AM, I plan on using that document to make some calls to existing and net new prospects. I'm sure it will be a bit choppy at first, but I'll be able to smooth it out pretty quickly.
West is correct, we need to have these conversations with our client and prospects. For those of us that implement this type of strategic conversation we are then viewed at the subject matter expert. We all know what happens when we are viewed at the subject matter expert, right?
Personally, I'd rather to have a conversation about the benefits of keyword alerts, producing an audit trail for leaks, locking down key documents and the ability to conduct a forensic audit. Copiers are just so boring nowadays.
"Does your company have a process in place for document security"? I'm sure this is going to raise a few eyebrows tomorrow.
Almost forgot, here is the link for
West, great job with the blog today, and I've got me a new talk track!
-=Good Selling=-
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