Shred School Curriculum

Shred School® is the premier sales training program for secure data destruction professionals, hosted by i-SIGMA®. During each workshop attendees will dive into the secure destruction industry including actionable steps to improve business, sales best practices, marketing insights, data protection legislation, association program opportunities, and much more.


Welcome to Shred School 2022 and The Top 10 Mistakes Information Destruction Companies Make

Join us for the kickoff to this year’s Shred School! This Welcome Session will be full of introductions and give an overview of what you can expect. You’ll receive session previews, and we’ll discuss how to get the most out of what you learn during this time. We’ll also dive into current industry trends, best practices, and what you need to know to stay ahead. Welcome to Shred School 2022! This is the beginning of amazing new opportunities! 

Also, receive a comprehensive “fresh” overview of the secure data destruction marketplace. The session outlines the historic landscape of information destruction and the top ten mistakes to avoid in the industry for 2022 and beyond. 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. 

Presenting this Session

Thank You to Our Dallas Session Sponsor, NetGain SEO
Thank You to Our Virtual Session Sponsor, EZ Tippers Mfg.

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How Smart Shredding Companies Beat Competitors Online

There’s not much value in a website if customers can’t find it in their moment of need. This session explores how to boost your online visibility and generate high-quality shredding leads through digital marketing. We’ll uncover strategies to beat competitors in local searches and dominate Google’s map stack. This enlightening discussion includes the latest trends in online marketing and how to stand out in a mobile-first marketplace. For those wanting to take their marketing even further, we’ll cover the best pay-per-click techniques to attract purge and route customers.

Presenting this Session

Thank You to Our Dallas Session Sponsor, Allegheny Shredders
Thank You to Our Virtual Session Sponsor, Vecoplan, LLC

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Effectively Handling Web Leads and Call-Ins to Close More Sales

When prospective clients call or inquire about services through your website or lead aggregator, they are usually ready to buy! They are also very misinformed and lack knowledge regarding what differentiates competitors. This is an excellent opportunity to make sure prospective clients become well-informed buyers. How call-ins and web leads are handled and the questions these referrals/leads are asked will have a DIRECT impact on the amount of business closed. Companies who do not ask the right questions in this situation usually wonder why their opportunities always come down to price. In this session, attendees will learn how to handle these opportunities effectively and take away the right questions to ask with Barry’s “incoming call/ lead form” to close more sales! (Roleplay alert: there may or may not be roleplaying in this session). 

Presenting this Session

Thank You to Our Dallas Session Sponsor, Alpine Shredders
Thank You to Our Virtual Session Sponsor, Trans Lease, Inc.

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How to Make Regulatory Compliance Relevant in the Sales Environment

Increasingly strong data protection regulations have been the important drivers of industry growth over the past decade, but they remain among the most misunderstood, misrepresented, and underutilized areas. As a result, many RIM service providers are missing out on opportunities to capitalize on them. Similarly, Contracts and insurance are most often thought of as necessary evils. Filled with complicated language and legal terms, few would think they are among the best sales tools a service provider can use – provided they know how to talk about them intelligently. There are even legal parameters around placements in a facility and leveraging this knowledge that can make you a value partner on the front line. In this session, attendees will learn how to change the discussion from price to service provider qualifications and ways to help clients achieve compliance. Competition is left in the dust once a customer understands that a real information destruction professional can explain how and why regulatory compliance, due diligence, contracts, and insurance are at the heart of providing real data destruction protection. 

Presenting this Session

Thank You to Our Dallas Session Sponsor, Bins4 Shredding
Thank You to Our Virtual Session Sponsor, Shred-Tech

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Resource Opportunities

Attendees will discover tools available to maximize impact in yielding the best results for optimal business practices, marketing messaging, and sales growth with retention. This session will take a look at key opportunities that tend to get overlook in the secure data destruction service provider/client relationship and orient service providers on out-of-the-box solutions NAID makes available to fully equip them for the job. Discover how to leverage the power of each tool available in the toolbelt to maximum capacity, including the NAID AAA Certification Program, Downstream Data Coverage, the Customer Employee Training Program, the new global service provider contract, the Information Disposition textbook, the CSDS program, and the Doctors’ Office Marketing Program and walk away fully equipped.

Presenting this Session

Thank You to Our Dallas Session Sponsor, BMO Transportation Finance
Thank You to Our Virtual Session Sponsor, ShredMetrics, LLC

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Implementing Operational Effeciencies with Success

Is it time to examine your organization’s workflow, goals, wins and setbacks? Get your team on the same page by identifying best practices and end up with benefits that speak for themselves. Gain tools and learn strategies that integrate your lines’ optimal procedures, boosts financial performance, and strengthens competitive advantage by reconfiguring your operations to boost overall performance.

Presenting this Session

Thank You to Our Dallas Session Sponsor, CSR Privacy Solutions, Inc.
Thank You to Our Virtual Session Sponsor, Shredfast, Inc./ ShredSupply, Inc.

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Shredding HDD’s is an Analog Solution to a Digital Problem — What You Need to Know to Guide Your Customers

Electronic media evolve rapidly, we will look at how electronic media store data, evolution in the that field and what is coming in the next generation.  How data is stored affects how it must be destroyed.  We will look at the risk, and then what methods are available, what regulatory standards exist and then discuss how you develop an approcah that meets your customer’s needs.  We will also look at regulatory standards, you will then be the ‘expert’ as you discuss secure electronic data destruction with your customers.

Presenting this Session

Thank You to Our Dallas Session Sponsor, Jake, Connor & Crew
Thank You to Our Virtual Session Sponsor, O’Neil Software

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The Value of Establishing Strategic Relationships 

The common best practice of the fastest growing companies in this industry, is that they employ a strategic step-by-step approach to networking and who they network with. Effective Networking is still the best way to make connections and to built “know,” “like,” and “trust” with prospective clients. Once key networking strategy is to develop strategic relationships with related service and product providers who can sell on your behalf and immediately get you access to the real decision-maker to build value. In this session, the participant will leave with a better idea of how to develop these relationships and some real-life examples of who to successfully develop these relationships with.

Presenting this Session

Thank You to Our Dallas Session Sponsor, Garner Products Inc.
Thank You to Our Virtual Session Sponsor, CSR Privacy Solutions

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Sales Weapons of Influence: How to Set Yourself Apart Throughout the Sales Cycle

In many cases, objections occur at the end of the sales process because a good enough job wasn’t done in the beginning, communicating effectively with the prospect, mutually agreeing on how to move forward in the discussion or even if it makes sense to keep talking! There are certain sales “weapons of influence” that separate the sales superstars from the average sales professionals. In this interactive session, attendees will learn what those sales weapons of influence are to SHRED the Competition immediately. The class will then devise a strategy to proactively mitigate objections by managing outcomes, expectations, and biggest fears for the prospect and you, the sales professional. This session alone should help attendees close more business! Content request to include How to Simplify it for Prospects & Customers – where can we wrap this in better?  

Presenting this Session

Thank You to Our Dallas Session Sponsor, O’Neil Software
Thank You to Our Virtual Session Sponsor, Jake, Connor & Crew

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Breaking Through: Reach the New WFH & Hybrid Office Environment

It’s evident the 40-hour OFFICE workweek is only returning in part as the world has seen a huge shift toward remote and hybrid work models over the past few years. With these changes, begs the question of how businesses are properly handling secure data management and disposition with a dispersed staff. Service providers are also wondering how they can effectively work with, educate, and continue to serve businesses who no longer operate out of a centralized office space. During this panel discussion, we will sit with representatives from console providers who work with hundreds of service providers and make it their business to understand cracking this marketplace woe

Panelists for this Session

  • Coming Soon

Thank You to Our Dallas Session Sponsor, Shredfast, Inc./ ShredSupply, Inc.
Thank You to Our Virtual Session Sponsor, Garner Products Inc.

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How to Handle Fuel Surcharges & Price Increases to Maximize Effectiveness  

In this very practical discussion Steve will discuss the realities of price increases, fuel (and other) surcharges, and how to not fall victim to inflation. Starting with concepts about how to set prices in the first place, he will then walk you through keeping those prices current and in line with ever-fluctuating expenses. He will also discuss customer communications, setting pricing expectations, and how to benchmark your fuel surcharges so they are more palatable to your customers.

Presenting this Session

Thank You to Our Dallas Session Sponsor, Trans Lease, Inc
Thank You to Our Virtual Session Sponsor, NetGain SEO

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Honing Your Sights on True Profitability

It’s important to keep profit margin on your radar, and for good reason: it answers critical questions about your business. Are you making more than you spend? Are you pricing your services correctly? Are your operating expenses overcoming your bottom line? Let’s look at practical ways to assess, recognize and act on operational threats, re-evaluate processes, and discover true profitability in data destruction business operations.

Presenting this Session

Thank You to Our Dallas Session Sponsor, ShredMetrics, LLC
Thank You to Our Virtual Session Sponsor, BMO Transportation Finance

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Practical Marketing Tips for Effective Outreach

Marketing is an ever-evolving discipline. The rules from five years ago don’t all apply. And tactics are only good if they are strategic. Too many sessions focus on concepts but don’t help with practical implementation. This session will hit on principles and key takeaways that your team can apply to make a marked impact out the gate. In the end, you’ll walk away with the ability to better reach and engage perspective and existing clients regarding RIM, ITAD, and secure data destruction services.

Presenting this Session

Thank You to Our Dallas Session Sponsor, Shred-Tech
Thank You to Our Virtual Session Sponsor, Bins4 Shredding

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Your SWOT Analysis

How often has your organization done a SWOT analysis (Strengths, Weaknesses, Opportunities, Threats)? How often do you as a sales professional do a SWOT analysis? Having a sales professional involved in this exercise can be vital to a company’s growth. When Ray Barry did his for 2019, COVID-19 was not listed anywhere as a “threat”! I guess we learned our lesson. In this interactive workshop session, we will work on doing your own SWOT Analysis from a sales standpoint to help any person responsible for business development sell more in a competitive market.

Presenting this Session

Thank You to Our Dallas Session Sponsor, Vecoplan, LLC
Thank You to Our Virtual Session Sponsor, Alpine Shredders

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Creating an Effective Action Plan

The knowledge gained and the tools provided in Shred School 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 level up their professional game. Class participants will then work on putting what they have learned during Shred School into a workable and manageable action plan. Each participant will leave with a direction and a PLAN to put into place to achieve optimal results over the coming weeks, months, and year.

Presenting this Session

Thank You to Our Dallas Session Sponsor, EZ Tippers Mfg.
Thank You to Our Virtual Session Sponsor, Allegheny Shredders

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