Showing items in the "Sales" category

Data & Analytics for Sales Leaders: Tips for Success

At HSMAI’s Sales Leader Forum on Nov. 5–6, Dr. Kelly McGuire, principal with McRevenue LLC, presented a breakout session on “Data and Analytics for Sales Leaders.” Here is the third of four key takeaways.

Meeting Planner Preferences

EproDirect conducted an online survey of meeting planners to better understand the sources they typically use for research, their communication preferences and their booking patterns. Among the report findings: The…

Shifting From a Transactional Mindset

What do you do when you’ve spent the last 10 years taking inbound leads for granted — and you’re facing the possibility of an economic slowdown? Pivot to proactive selling. A new white paper from HSMAI and Knowland, Finding the ‘Right’ Group Business, explains how. Read an excerpt here.

4 Priority Sales Issues for 2020

HSMAI’s Sales Advisory Board (SAB) meets every month to discuss issues relevant to hospitality sales professionals. In December, SAB members compared notes on what they saw as the most pressing issues in 2020. Here are four of the most talked-about topics.

Here’s to a Well Fueled, Inspired, and Optimized 2020!

Happy New Year! I hope you had a wonderful holiday and are looking forward to an exciting, successful 2020. From events and certification programs to content and other resources, we will continue to elevate the hospitality industry in a way that fuels sales, inspires marketing, and optimizes revenue.

4 Imperatives for Hospitality Sales Leaders

At HSMAI’s Sales Leader Forum on Nov. 5–6, Cindy Novotny, managing partner at Master Connection Associates and recipient of HSMAI’s Award for Lifetime Achievement in Sales, presented a keynote address on “Sales Imperatives for Today’s World.” Here are four key takeaways.

The Power of Proactive Selling

Hotels realize that their current group strategy, with salesforces simply trying to keep up with an onslaught of inbound requests, might not be up to the challenge.

Legal Issues for Sales Professionals

At HSMAI’s Sales Leader Forum on Nov. 5–6, hospitality-law expert Steve Rudner presented a keynote address on “Headlines and Headwinds for 2020: Legal Issues for Sales Leaders’ Radars.” Here are four key takeaways.

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