Today’s entry in the Best Advice Q&A series comes from Ken Poole, chief revenue officer at Security 101. He shares the best advice he’s ever heard, advice he gives to young people in the security industry and who others in the sector should listen to at all times.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Ken Poole: The best advice I’ve ever received is simple but powerful: listen first. Early in my career, I was eager to jump in with solutions, but I learned that true success comes from slowing down and really understanding the customer’s challenges before making recommendations.
Every organization has unique priorities and, when you take the time to listen without assuming you already know their needs, you build trust, uncover deeper opportunities and ultimately deliver better outcomes. It’s advice I still rely on today. Whether with customers, employees or partners, listening first always leads to better conversations, stronger relationships and smarter decisions.
SSI: What advice would you give to those looking to achieve success in the security industry?
Poole: The security industry is evolving faster than ever, and success belongs to those who stay curious and adaptable. New technologies, new threats and new customer expectations emerge constantly. My advice is to embrace change as an opportunity; invest the time to learn, ask questions and stay open to different perspectives.
The people who thrive in this business are the ones who combine industry expertise with a learner’s mindset, always looking for the next way to create value for their customers.
SSI: If you could point to one person in the security industry and tell up-and-comers, “Make sure to listen to what they have to say,” whom would you pick and why?
Poole: I would point to Lee Odess. He has become one of the most influential voices in access control and emerging security technologies. Lee has a unique ability to explain where the industry is heading, from the shift to mobile credentials and cloud platforms to how integrators and manufacturers need to adapt their business models.
He doesn’t just talk about technology; he connects it to the bigger picture of customer experience and value creation. For anyone looking to grow in this industry, his perspective is essential.
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