Are AI-powered RFP Responses Really Good for Hotel Group Sales?
Like all hospitality conferences, most of the breakout sessions at the recent HITEC and HSMAI Commercial Strategy events focused on the use of AI for various applications. Although I already considered myself to be a pretty well-schooled, early adopter of integrating AI into sales, I definitely walked away with some great new ideas. Yet while […]
The Mystification of Hotel Sales
Here’s what operations leaders can do about it Although there are surely plenty of amazing hotel operations leaders and sales superstars to whom this article does not apply, based on my personal experiences when providing hotel sales process assessments, my sense is that too many of today’s hotel general managers and corporate-level operational executives fall […]
Winning In Hotel Group And Event Sales Starts With Focusing On Process
Lessons to Learn from Fernando Mendoza and the Indiana Hoosiers Even with a slim 3-point lead, history was against the Indiana University Hoosiers football team last month as they found themselves in the final moments of this year’s Big Ten Conference championship. On the other side were the defenders of the Ohio State University’s Buckeyes, […]
Asset Managers: This Is Why Hotel Sales Teams Don’t Close More Deals
You have approved every request for new sales automation systems because salespeople report being overwhelmed with inbound leads. Now requests for proposals are responded to promptly, just like all those hotel technology salespeople said was the No. 1 path to closing more bookings. Why Sales Tech Alone Isn’t Closing More Deals You’ve added AI powered […]
Hotel Sales Presentation Tips for Virtual Meetings
Just a few extra steps can help set your sales pitch apart, even if it’s remote Increasingly, prospects who are planning weddings, meetings and events are foregoing traditional site tours and instead meeting virtually with hotel salespeople. Even those who do come by in person often start with a virtual meeting before committing to a […]
How To Audit Your Hotel’s Inquiry Form To Maximize Valuable Requests
Wording, required fields and form placement matter With all the constant, fast-paced changes to both paid and organic search engine optimization, and now the need to monitor your GEO (generative engine optimization), there’s no doubt your digital marketing rep is busier than ever. Yet one often-overlooked task is arguably the most important of all. It […]
Proper Training Helps Frontline Associates Meet Luxury Standards Without Sounding Robotic
Not only do hotel leaders in the luxury and ultra-luxury segments of the lodging industry need to deliver the hospitality and service style that their real-world guests expect, but they also have to worry about standards mandated by third-party hotel rating services. No doubt, being awarded merit-based symbols such as diamonds, keys or stars is […]
Personalized Proposals Promote More Hotel Sales
When you ask sales leaders what’s most important about replying to inbound requests for proposal and inquiries, the majority will mention some version of “responding promptly.” Perhaps this is as a result of the urban legend being oversold by the tech companies looking to automate the RFP response process, may of whom cite unsubstantiated research […]
7 Important Things Hotel Salespeople Should Do With Every Inbound Lead
As demand improves for most hotels, the volume of incoming sales leads for groups, events, and functions continues to increase, especially with the ever-increasing number of online platforms for planning events and meetings. These days, with a few strokes at a keyboard or taps on a smartphone, one planner’s RFP immediately sends 10 or more […]
Hotel Sales Training Lessons Learned From A Top-Tier Real-World Practitioner
While being a sales trainer for a diversity of lodging providers certainly keeps me in touch with what’s going on in the profession of hotel sales these days, I always capitalize on every opportunity to gain insights from real-world practitioners. One such opportunity recently presented itself when I caught up with Jennifer Daudi, Chief Executive Officer […]