Five Top Sessions on Sales and Business Optimization at ISC West 2024

SIA Education at ISC West

ISC West 2024 is coming up April 9-12 in Las Vegas, Nevada, and the Security Industry Association (SIA) and ISC West recently revealed full conference details for the SIA Education@ISC West program, including keynote presentations from top luminaries and over 100 sessions from top industry expert speakers on the most current business trends, technologies and industry developments.

Among the robust lineup of conference sessions are several dynamic presentations on key topics in sales and business optimization. At ISC West, you’ll discover expert insights on sales prospecting, using LinkedIn to enhance sales, how to effectively sell security products and services to the government and more. Here are five sessions you won’t want to miss; make sure to add them to your ISC West calendar!

All Times PDT

Navigating Challenges in Security Integration: Proven Solution Approaches for Success

Tuesday, April 9, 2:15-3:15 p.m.

Join us for a session by PSA Network, where industry experts will address critical issues faced by security integrators, offering strategies such as aligning technology with business goals, optimizing workforce and project management and mitigating cybersecurity risks. The session will include insights from real-world examples and best practices, providing a foundational roadmap for success in the dynamic field of security integration.


  • Matt Barnette, CEO, PSA Network
  • Mike Bradley, CEO and founding member, ECD Systems
  • Christine Lanning, president, Integrated Security Technologies
  • Jim Lonie, chief operating officer, Integrated Security & Communications

GSA Schedule Contracting for Rookies and Seasoned Veterans

Tuesday, April 9, 3:30-4:30 p.m.

This session will offer up-to-date guidance and facts for companies who are considering entering the government marketplace to sell their products or services to federal agencies. There will be information presented to help in understanding the basics of getting started for doing business with the government, including the types of contract vehicles available for selling to the government. There will be a strong focus on the new consolidated General Services Administration (GSA) Schedule Contract program to include the basic requirements for submitting a GSA Schedules contract, challenges and requirements for maintaining the GSA contract and other compliance issues.


  • Lynn de Séve, president, GSA Schedules, Inc.

Session Sneak Peek:

“The who, how, what, where and when of selling your security products and services to the government is a complex and time-consuming effort. How do companies get started? Where are opportunities posted? Are there specific qualifications for becoming a government contractor? What is a GSA Schedule, and how do companies apply? How long does it take to get an award?  How has the consolidation of the GSA Schedules Program benefited and challenged the industry? What is TDR, and is it an advantageous change for existing GSA contractors? How do I use order level materials for my security solutions? In this fact-crammed session, these important essential elements of registration, qualification, marketing and compliance will be covered, and questions will be answered by a seasoned panel of experts specific to the security industry.”

– Lynn de Séve

Sales Prospecting: Techniques and Strategies for Effective Outreach

Thursday, April 11, 10:00-11:00 a.m.

This session, presented by PSA Network, is designed to equip participants with the knowledge and skills necessary to effectively identify, engage and convert potential customers into qualified leads. Attendees will gain a comprehensive understanding of sales prospecting techniques and strategies, enabling them to maximize their outreach efforts and achieve greater success in generating new business opportunities.


  • Diana Hanna-Bradley, director of sales, PSA Network
  • Chris Peterson, founder and president, Vector Firm
  • Gannon Switzer, vice president of client engagement, Vector Firm

Session Sneak Peek:

“Many people think that prospecting is dead. Prospecting is not dead, but successful prospecting requires a different approach today – and that’s what we’ll be discussing.”

– Chris Peterson

The Art of the Connection – Prospecting Success Using LinkedIn

Wednesday, April 10, 3:30-4:30 p.m.

Sales prospecting has changed. LinkedIn is one of the most powerful networking, prospecting and marketing tools available to salespeople today, allowing extension of personal networks virtually anywhere in the world to make the connections needed to develop new account sales. Wondering how to best take advantage of this tool to drive opportunities and increase sales success? Join us for this informative and interactive discussion on how to use LinkedIn to make powerful, meaningful and results driven connections that get appointments and drive new sales. Panelists will share best practices, strategies and tips they use to: build personal brands that magnify their profiles to make the right connections, find and connect with Fortune 500 companies to get meetings and develop new markets and accounts, create greater product and service interest and engagement through focused posts and content sharing  and take advantage of LinkedIn analytics tools, sharing specific examples.


  • Janet Fenner, president, Defined Marketing
  • Katie Krug, AIoT director, Midwest region, Epic iO
  • Tracy Larson, president, WeSuite

Session Sneak Peek:

“Join us for an insightful session where you’ll learn practical tips to enhance your LinkedIn presence and grow your career. Discover how to optimize your profile, build meaningful connections and navigate the platform effectively. Gain valuable insights and actionable strategies that you can implement immediately to advance your professional goals. Don’t miss this chance to take your LinkedIn game to the next level and unlock new opportunities for success!”

– Janet Fenner

Succession: Plan Now or Pay Later

Thursday, April 11, 2:15-3:15 p.m.

Succession planning is an essential process for all organizations to build a strong framework for future sustainability. This workshop aims to equip participants with the necessary knowledge and skills to develop and implement an effective succession plan. Participants will learn about the critical components of succession planning, such as identifying key roles, assessing potential successors and creating development plans. Additionally, the workshop will provide insights on effective communication strategies to engage stakeholders, as well as best practices for monitoring and evaluating the succession plan’s effectiveness. By the end of the workshop, participants should have a comprehensive understanding of how to create a succession plan specific to their organization’s needs.


  • Robert Few, managing partner, The Connection Xchange

Session Sneak Peek:

“Succession planning is the process of identifying and developing new leaders within your organization to ensure smooth transitions when key personnel leave, retire or are no longer able to work. Don’t wait until you’re ready to retire or a tragedy strikes to get your succession plan in place. In this session, you will walk away with an understanding of the current state of your business, how to set expectations, the common pitfalls to avoid and a plan for a successful transition of your business with predetermined triggers for when the plan goes into motion.”

– Robert Few

You can access the full SIA Education@ISC West conference program by registering for a SIA Education@ISC Passport here. And don’t forget to use SIA’s free registration link to sign up for the ISC West trade show.