Thought Leadership Blog

Why Hotel Sales “Rainmakers” Are So Hard To Find

The traditional sales approach in the hotel industry involves a sales manager who is responsible for prospecting new business and taking that business all the

Does Your Hotel Sales Strategy Marry Modern B2B Buying Habits?

The “gravitational pull” of a lead funnel is gone. Lead nurturing through a Lead Conversion Ladder is a must to win with the modern B2B

A Q1 “Gut Check” For Hotel Sales

I got a note today that made me smile and shake my head. It said, “there are no accidents, only guts and genius.” YES!

To Blitz or Not To Blitz?

Face-to-Face Sales Appointments – Are they really effective in building a sales pipeline and driving revenue growth? I have the pleasure of working with hotel

Set Your Sales Team Up For Success in 2015 – Avoid These 3 Common Mistakes

In 2015 I want to challenge our hotel partners and members of our community of high achieving hotel sales teams to be PROACTIVE, CONSISTENT, and

Avoiding the Sales Pipeline Drought

I have discussions almost weekly now with hotels that are in a “situation”. The call usually comes from a place of desperation and panic. The

What Is A “Sales Lead” Anyway?

Do we need more sales leads, or do we really need more customer business intelligence? In the hotel industry there are various perceptions for what

20 Hard Things Hotel Sales Professionals Need To Do To Be Successful

I recently read a great post called “19 Hard Things You Need To Do To Be Successful.” It was one of those posts that really

Is The Need for Instant Gratification Hurting our Sales Pipeline?

We are in the age of instant gratification. Just think about it. There is an app for EVERYTHING under the sun. My brother shared with

Sayonara 2013 – Hello New Year!

To some it may be putting a lot of pressure on a few short weeks, but I have always believed that the first few weeks

A Powerful Sales Tool – Telling Our Story

One of my favorite things is joining my sales team on sales calls. Mainly because I LOVE to tell our story, share my passion and

Smart Sales Appointments

Face-to-Face Sales Isn’t Dead. It Just Requires More Planning. Breaking through the clutter with buyers is not easy in today’s intensely cluttered environment. Buyers are just

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