ESA Leadership Summit Announces Richard Farrell as
Session will focus on shaking up old strategies and revealing
better sales models
Irving, Texas (October 30, 2015) — The
Electronic Security Association (ESA) is pleased to announce that sales expert Richard Farrell
will present a seminar on Wednesday afternoon, February 3, 2016 at the ESA Leadership Summit
slated for Jan. 31 – Feb. 3 in Chandler, Ariz.
Farrell, president of Chicago-based sales training company Tangent Knowledge
Systems, wrote the book Selling Has Nothing To Do With Selling. He is the unofficial
record holder for the number of B2B association speaking engagements, speaking before
manufacturers, distributors, wholesalers, professional services, manufacturers’ representatives
and service providers. He has an encyclopedic knowledge of the sales industry as it pertains to
small to mid-size companies, focusing on commoditization, price pressure, new market
opportunities, transactional selling, poor sales accountability, unqualified sales pipelines,
ineffective new business generation, long selling cycles and increasing cost of sales.
Farrell’s seminar, sponsored by Interlogix, will challenge stratified
beliefs and strategies that organizations cling to so dearly and expose the obscene cost of
sales that they blindly operate under. His contrarian, non-traditional methods serve as a
wakeup call for all organizations on how to sell, strategize and position their companies to
meet the harsh realities of the information economy and the challenging economic climate of
Farrell will coach attendees on how to meet the “twin evil forces”
facing all companies today: tough economic times and dragging their sales force into the 21st
century. He will discuss how sub-par management accountability of salespeople and strategy
execution creates a culture of mediocrity, and why sales organizations have sales strategies
that are designed to differentiate themselves and provide a competitive advantage and how it
actually creates the exact opposite effect. The new information economy will also be discussed,
in regards to how it affects recruiting, developing sales staff, and the creation of
relationships and opportunities.
The 2016 Leadership Summit promises to be even bigger and better, bringing together 300
security industry professionals to Link Learn and Lead their businesses to new heights.
Registration for the ESA Leadership Summit is live and early registration discounts are
available. For information about how to register for the 2016 ESA Leadership Summit, go to www.ESA-Summit.com or contact Hannah Hall at 972-807-6811.
For Leadership Summit sponsorship opportunities, please contact Jessica DaCosta via email at Jessica.DaCosta@ESAweb.org or at 972-807-6827 or
Allison Avril via email at Allison.Avril@ESAweb.org or at 972-807-6832.
Established in 1948, the Electronic Security Association (ESA) is the
largest trade association representing the electronic life safety and security industry. Member
companies install, integrate and monitor intrusion and fire detection, video surveillance and
electronic access control systems for commercial, residential, industrial and governmental
clients. In cooperation with an alliance of chapter associations, ESA provides technical and
management training, government advocacy and delivers information, advice, tools, and services
that members use to grow their businesses and prosper. ESA may be reached at (888) 447-1689 or
on the Web at www.ESAweb.org.