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News & Press: ESA News

ESA Leadership Summit Announces Richard Farrell as Seminar Speaker

Friday, October 30, 2015   (0 Comments)
Posted by: ESA Communications

For Immediate Release


ESA Media Contacts

Shannon Murphy
Vice President,
Sales & Marketing
Phone: (888) 447-1689 ext. 6835

Jaclyn Sion
Marketing Manager
Phone: (888) 447-1689 ext. 6818

ESA Leadership Summit Announces Richard Farrell as Seminar Speaker
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 today’s marketplace.

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 or contact Hannah Hall at 972-807-6811. For Leadership Summit sponsorship opportunities, please contact Jessica DaCosta via email at or at 972-807-6827 or Allison Avril via email at 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