Sales and Marketing Track

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  • Building High-Performing Sales Teams: Recruit, Train, and Lead

    This session dives into the nuts and bolts of sales leadership in the security industry — covering everything from finding and hiring top sales reps, to building repeatable processes that actually stick and effective roleplay exercises. Learn practical frameworks for developing your team, maximizing productivity, and creating a culture of accountability and growth. Whether you’re leading a small team or scaling a large […]

  • 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 […]

  • Referral Engine: Training Your Sales and Marketing Teams to Drive Warmer Leads

    In this session, learn how to train your sales and marketing teams to confidently ask for referrals without sounding pushy or awkward. We’ll explore how to build a referral culture across your company, design customer experiences worth talking about, and create simple processes and messaging that generate steady streams of high-quality leads. You’ll leave with practical tools to help […]

  • AI as Your Sales Sidekick: How and When to Use It for Maximum Impact

    In this session, you’ll learn how to harness AI as a powerful assistant throughout the sales cycle from prospecting to closing. We’ll cover when to lean on AI for research, personalization, and forecasting—and when to step in with the human connection that builds trust and closes deals. The ESA team is excited to see you at this event. An ESX Executive […]

  • Sealing the Deal on Service: How to Sell Service and Maintenance Agreements

    This session explores proven strategies for positioning and presenting service agreements that resonate with today’s buyers, including insights on pricing methodology. Learn how to educate clients on the true value of ongoing support, overcome common objections, and build contracts that drive predictable recurring revenue for your business.  The ESA team is excited to see you at this event. Sealing the Deal on Service: How to Sell Service […]

  • Leveling the Playing Field: Competing Online with National Brands

    National security brands dominate with massive ad budgets—but that doesn't mean they win at the local level. In fact, regional integrators and dealers have a unique edge when they learn how to leverage sales and marketing effectively. This session will teach you how to compete—and win—online in your market, even if you don't have a […]