The Power of Being Proactive: Engage, Educate and Upsell as a Trusted Advisor
This session explores how to position your company and your team as trusted advisors, not just service providers. Learn how to anticipate customer needs before they arise, turn every service interaction into an opportunity to add value, and use education—not pressure—to drive upselling. Checking in with key customers is an art. Attendees will leave with a roadmap for shifting their sales teams toward proactive communication, stronger customer relationships, and meaningful revenue and RMR growth.
The ESA team is excited to see you at this event. The Power of Being Proactive: Engage, Educate and Upsell as a Trusted Advisor
In this session, you’ll learn:
How to shift your team from selling to meet their own goals to proactive advising.
Key triggers and touchpoints that signal upsell opportunities.
How to structure customer check-ins that uncover hidden needs.
Methods to educate customers on new solutions without feeling pushy.
An ESX Executive Pass or Deluxe Pass is required to gain access to this and all best-practice sharing sessions.
See all CEU credits available for attending ESX 2026 education sessions. MORE
Sales & Marketing
From mastering digital marketing and local SEO to building referral programs and delivering compelling sales presentations, you’ll gain practical tools and proven strategies tailored specifically for security/fire integrators and dealers. Learn how to empower your sales teams, leverage data-driven marketing, and create seamless customer journeys that drive both new business and recurring monthly revenue (RMR).
