Business Intelligence = Data + Knowledge
Fact based hotel selling is a very simple idea when it’s laid out on paper, but it takes special skill to pull it off
I use the term fact based selling a lot when discussing Plan B Consultants hotel sales strategy methods. Fact based hotel selling is a very simple idea when it’s laid out on paper, but it takes special skill to pull it off and make it work as a hotel sales manager. Exactly what is fact-based hotel sales?
Data + Knowledge = Business Intelligence
Data is factual information. It could be the numbers you draw from hotelligence or other industry reports, production numbers, survey information, or average daily rates for a segment. The list goes on, as there are a number of places a hotel sales manager can go to pull data.
Knowledge is defined as: Information and skills acquired through experience or education; the theoretical or practical understanding of a subject. For a hotel sales manager, this means it is the practical understanding they have gained through their experience in the market. What have they observed and learned through conversations with their account decision-makers, influencers or gatekeepers? What have they learned from their sales efforts within the 5 audience groups for business travel sales?
This knowledge coupled with the facts is what all hotel sales managers need to be using to create compelling stories to win new business and/or shift share of existing business. Business Intelligence is power!