Sales Training Articles

As my workshop participants and frequent readers know, I often talk about the new era of “Silent Selling,” where most correspondence is happening via email, app message or text. My recent train-the-the trainer articles have focused on a “tech for touch” approach for hotel sales success, so this month I’m focusing more on [...]

Sales “Steps” and “Funnels” Are SO 1990’s; Here’s What It Takes For Hotel Sales Success These Days While the hotel sales environment has completely transformed, hotel sales training models seem to be stuck in the 1990’s. When I meet hotel leaders at industry conferences it seems most recognize the profound changes such as [...]

Pro-Active Prospecting Is The Only Way Hotel Sales Staff Can Do Their Most Important Job: Fill In “Gap” Dates In the current market, most hotels, resorts and other venues are experiencing a significant softening in group demand. However, this does not necessarily mean that hotel salespeople are fielding fewer inbound leads, but rather [...]

Hotel Sales Negotiating Training, Circa 2020 As a conference speaker and trainer, I am finding that one of my most requested topics lately is hotel sales negotiating techniques. Based on the initial inquiries received, I get the impression that many hotel leaders still view negotiating as being a separate part of the selling [...]

Hotel Sales RFP’s Circa 2019: How To Be The Best, Not Just The First To Respond When I speak with hotel sales leaders at my training workshops and conference presentations, and when I read interviews with them in hotel trade publications such as this one, it seems that most are buying-in to these [...]

Hotel Sales Tips From Real-World Meeting Planners Insights from interviews with meeting planners include ideas for how hotels can personalize their RFPs and event experiences to boost bookings. The hotel sales environment has changed dramatically in recent years. Anyone in the industry can easily recognize that an ever-increasing number of meeting planners inquire [...]