Showing items in the "Sales" category

Learning From Past Crises

While the coronavirus has been a huge disrupter not only in the hospitality industry but in every sector around the world, it’s not unique. Hospitality professionals have weathered numerous other crises, from outbreaks to natural disasters — each one offering its own lessons.

Force Majeure and Other Coronavirus Legal Questions

To address some of the challenges facing hospitality sales professionals during this crisis event, HSMAI presented a program in its free Confronting Coronavirus webinar series on “Legal Insight on the Pitfalls and Protocols of Hotel Sales Contracts,” featuring leading meetings industry attorney Steven M. Rudner. Here are key takeaways.

What Effect Will the Coronavirus Have on the Hospitality Industry?

HSMAI’s Sales Advisory Board discussed the impact that the coronavirus has had on their properties as well as their predictions for the entire hospitality industry on a call on Feb 12. While the virus has continued to spread, its effects changing and multiplying since then, Members offered a valuable take on what hoteliers can do to prepare for potential impacts

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.

Data & Analytics for Sales Leaders: Data Scientists

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 first of four key takeaways.

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.

What’s Keeping CSOs Up at Night Heading in to 2020?

At HSMAI’s Chief Sales Officer Executive Roundtable, held in conjunction with HSMAI’s Sales Leader Forum in Frisco, Texas, on Nov. 5–6, CSOs from hospitality brands, management companies, and owner groups engaged in a high-level conversation that included identifying some of the trends that have most surprised them this year. Here are four things they said are keeping them up at night.

4 Questions for HSMAI Sales Professional of the Year Kristi Griffith

Kristi Griffith, CGMP, CHSP, Corporate Director of Sales Performance Support for Prism Hotels & Resorts, recipient of HSMAI’s Off-Property Sales Professional of the Year Award, recently sat down with HSMAI to discuss her career, why she loves hotels, and what she thinks about the industry as a whole.

5 Questions for HSMAI Sales Professional of the Year Valerie Gold Rios

HSMAI recently sat down with Rios, director of sales at IHG–Staybridge Suites Lake Buena Vista, and the recipient of HSMAI’s On-Property Sales Professional of the Year Award, to discuss her accomplishments, how she got here, and what she thinks about the industry as a whole.

Curate Update: How Are Our Attendees Feeling About the Economy?

A recession is coming but hospitality sales, marketing, and revenue optimization professionals aren’t necessarily preparing for it. Its impact will be closer to the post-9/11 economic aftershock than the Great Recession. And one response will be to more actively pursue group business. Those are some of the findings from live polling conducted at HSMAI’s Fall Curate 2019 event.

Data Analytics Is Easier Than You Think

Author and self-described “analytics evangelist” Kelly A. McGuire, Ph.D., typically works with revenue managers, helping them to utilize data to grow their business, but she’ll be exploring a new side of hospitality at HSMAI’s Sales Leader Forum in Dallas on Nov. 6 when she presents “Data and Analytics for Sales Leaders.”

The Convergence of Sales and Everything Else

Holly Zoba, CHDM, will be sharing her wealth of knowledge with attendees at HSMAI’s Sales Leader Forum in Dallas on Nov. 6, where she will give a breakout presentation called “The Convergence of Sales With Marketing, Revenue Optimization, Distribution, and Operations.” HSMAI recently sat down with Zoba to get some insight on her upcoming presentation.

Preparing for 2020

Recently, HSMAI’s Sales Advisory Board sat down to discuss 2020 budgeting and predictions for the upcoming year. Just like members of HSMAI’s Marketing and Revenue Optimization Advisory Boards (MAB and ROAB), who discussed this topic last month, SAB members have concerns about a potential economic downturn. Here are three takeaways from our conversation.

Would Customers Pay for Your Sales Calls?

HSMAI recently sat down with renowned consultant, speaker, and author Scott Edinger to discuss his upcoming presentation a the HSMAI Sales Leader Forum and get his thoughts on the sales profession.

Would Customers Pay for Your Sales Calls?

HSMAI recently sat down with renowned consultant, speaker, and author Scott Edinger to discuss his upcoming presentation a the HSMAI Sales Leader Forum and get his thoughts on the sales profession.

Legal Issues for Sales Leaders in 2020

Rudner will be sharing his knowledge at HSMAI’s Sales Leader Forum on Nov. 5–6 in Dallas, where he will present “Headlines and Headwinds for 2020: Legal Issues for Sales Leaders’ Radars.” He recently spoke with HSMAI about what to expect from his presentation.

How I Got Here — Jonathan Kaplan, IHG

Jonathan Kaplan is vice president of global sales strategy at IHG and a member of HSMAI’s Sales Advisory Board. As a kid, some of my favorite memories were traveling with…

New Incentive Plan Research Yields Varying Results

New research from HSMAI and ZS Associates presented at HSMAI’s Hotel Management Company (HMC) Sales & Marketing Executive Roundtable in May studies the sales incentive plans for 39 different HMCs. HSMAI’s Sales Advisory Board (SAB) discussed the key findings on a recent call.

What Makes a Hotel Sales Legend?

What makes someone a hospitality sales legend? You tell us. No, seriously, tell us. HSMAI is accepting nominations for its Award for Lifetime Achievement in Hospitality Sales, which will be…

Big Picture Strategy

This approach gives sales teams and revenue managers the power to future-proof their jobs. This is done by enabling them to move beyond reactive strategies — inbound streams of RFPs…

The Sales Power of Data Intelligence

The rise of RFP engines and distribution channels has drastically changed the landscape of hotel group business. While these are important, necessary tools for hotels and meeting planners alike, they’ve…

Competencies Checklist for Hotel Sales Managers

This checklist* can be used by hotel sales leaders, general managers, HR professionals, and others to assess the skills and knowledge required to perform the role of Sales Manager — as well…

Competencies Checklist for Hotel Sales Leaders

This checklist* can be used by sales leaders, general managers, HR professionals, and others to assess the skills and knowledge required to perform the role of Sales Leader, and the key…

Getting To Know Your Customers

Why meetings market data intelligence is a hotel’s answer to more successful prospecting — and a smarter long-term strategy for group sales. an HSMAI and Knowland White Paper. Download the…

10 Trends That Have Surprised Hotel CSOs

At this week’s HSMAI Chief Sales Officer Executive Roundtable, held at the MGM National Harbor in National Harbor, Maryland, we asked participants — more than a dozen senior sales executives…

Do We Still Need Salespeople?

By Katie Davin, CHSE, Associate Professor, Johnson & Wales University College of Hospitality Management, and a member of HSMAI’s Sales Advisory Board Of course, the answer to that headline is:…

Keep your salespeople focused on selling

Sales managers should examine the daily schedules of their sales team members and find out what tasks and responsibilities can be removed from their schedules so they can spend more time on sales.

Happy New Year From HSMAI, 2019

By Robert A. Gilbert, CHME, CHBA, President and CEO, Hospitality Sales & Marketing Association International (HSMAI) I hope you had a peaceful, healthy, and prosperous 2018 and a wonderful holiday…

The Next Big Things in 2019

By Juli Jones, CAE, Vice President, Hospitality Sales & Marketing Association International (HSMAI) HSMAI’s three advisory boards have identified the disruptive factors that will most challenge hospitality sales, marketing, and…

HSMAI Best Practices Guide: Data Analytics

At HSMAI’s 2018 Curate events — an Executive Insights Forum offered exclusively for HSMAI Organizational Members — senior-level hospitality sales, marketing, and revenue-optimization professionals identified three primary challenges facing the…

The New TripAdvisor Goes Social, Gets Personal

TripAdvisor unveiled a new site and mobile experience launching later this year. Currently in beta, the travel site is evolving to become the most personalized and connected travel community, inspiring…

Room Blocks in Real Time

This HSMAI and Cvent white paper provides insights into how online group-booking software solutions can maximize your bottom line with up-to-the-minute information.

GSA Releases FY 2019 Per Diem Rates

Federal employees who will be traveling for business in the coming fiscal year will get a slight bump in per diem rates according to the new rate schedule published by…

Hotel–Planner Relationship Challenges

By Fran Brasseux, Executive Vice President, Hospitality Sales & Marketing Association International (HSMAI) It’s no accident that HSMAI and Meeting Professionals International (MPI) have a strategic partnership that includes dual…

Occupancy hits 30-year high in U.S.

The occupancy rate in the United States is the highest it has been in nearly 30 years, and that means good news for average-daily-rate and revenue-per-available-room growth, according to a recent…

30 Things to Think About Sales Analytics

Data analytics has become so important to hospitality sales so quickly that sometimes it’s hard to know where to start. To provide some guidance, HSMAI’s Sales Advisory Board convened a first-ever Analytics Think Tank at its 2018 Revenue Optimization Conference that was built around a five-step hotel sales process: lead generation, business qualification, benchmarking, reporting, and performance analysis.

Six Ways to Foster Loyal & Authentic Relationships

Selling is about building authentic relationships and helping people address problems that need solutions. Those authentic relationships stem from mindful networking — another misunderstood concept – that leads many to envision awkward…

Meetings Contract Trends For 2018

Insights from meeting planners on what is important to them when drafting contracts for their meetings and events. Read the Successful Meetings article.

The Growth of Group Intermediation

HSMAI CEO Bob Gilbert looks at how many individual third parties five global hotel companies used last year compared to 2012 and their impact.

Making a Connection to Social Selling

By Amber Fox, System Consultant, NAVIS — member of HSMAI’s Sales Advisory Board It’s been a long time since cold calling only meant knocking on a door or picking up…

Executive Briefing: AAHOA’s Chip Rogers

In the world of hospitality, the Asian American Hotel Owners Association (AAHOA) is kind of a big deal. Its nearly 18,000 members own half of all the hotels in the…

Book Recommendations for Sales Professionals

“Always be closing,” the sales consultant famously says in Glengarry Glen Ross. But you can’t always be closing. Sometimes you need to kick back and relax with a good book….

How Video Tools and Screen Sharing Can Help Today’s Hotel Salespeople Stand Out

Being in the business of conducting hotel sales training, I often take a deep dive into the sales systems and processes that are being used as part of my pre-training assessment. I trace actual leads from arrival through the electronic exchanges, until it is lost or won. Besides noticing that most salespeople only communicate electronically, I also find that most are following-up only one time after responding, and many don’t even follow-up at all.

The One Must-know Fact to Network Profitably

All things being equal, the sale always goes to the salesperson who has developed a relationship with the buyer. All things being unequal, this is also usually true. But developing profitable business relationships isn’t always easy.

Top 25 Markets Continue to Attract Guests and Developers

Of the 168 markets that STR tracks around the United States, 25 are delineated as the “Top 25 Markets.” They are not necessarily the largest markets, but those that, as a group, give the best indication of performance in the larger metros around the country.

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