Hospitality Sales and Marketing Association International
Hospitality Sales and Marketing Association International
 
Hospitality Sales and Marketing Association International
marketing review - fuel sales

2016

December

25 Travel Moments That Mattered in 2016

October

The Cost of Continuously Checking Email

5 takeaways on US group and transient business
Here’s a look at how the group and transient segments in the U.S. luxury and upper-upscale chain scales performed in the past year, and what that could mean for the industry going forward.


Time for a sales force obituary? Not so fast!
As our industry continues to change, so does the discipline of account management.


September

Create the Perfect Email

Knowledge Center Finding Sales Talent in Unexpected Places
HSMAI’s Sales Advisory Board recently solicited advice from leaders in the field, and their advice all boils down to this: Take an alternate approach to sourcing talent.


August

GSA Per Diem Rates Increase Slightly for FY 2017

Knowledge Center Merger Mania…and the Significance for Sales
HSMAI’s Sales Advisory Board recently discussed recent hotel company sales and mergers, agreeing that there are three key areas of significance for sales post-merger: talent, market share, and loyal customers.


How hoteliers manage slower corporate transient growth
Corporate transient business defied earlier growth expectations, leaving hoteliers trying to figure out a way to boost that business or replace it.


June

Special Report: Business Travel
With new age groups entering the workforce, along with overall industry changes such as supply growth and distribution changes, hotels are evolving to meet the needs of today’s business traveler.


Training Your Team For Upselling By Room Type And By Rate Option

NYU Day Two: Hoteliers anticipate industry’s horizon
More highlights from the annual NYU International Hospitality Industry Investment Conference include conversation about merger-and-acquisition activity, loyalty and the transactions climate.


The Hotel Industry's New Direct-Booking Discounts
Hilton Worldwide, Marriott International, Hyatt Hotels Corp., InterContinental Hotels Group and Choice Hotels International, have begun offering discounted rates for loyalty members who book directly on the brands' websites or mobile apps. The industry move, meant to project that travelers can find the best deals with a hotel and not through third-party channels, presents an added challenge for corporates.


April

4 Virtual Meeting Hotel Hacks
More meeting planners are looking to engage remote attendees and presenters — and hotel partners are upgrading their properties to help them.


What Is An Appropriate Response Time To Email?
The bad news is that response times are accelerating. The good news is that you can still manage expectations and escape from your inbox.


March

Convene’s 25th Annual Meetings Market Survey
The meetings industry fared better in 2015 than in the previous year and planners are plenty optimistic about what 2016 holds — despite the challenges they face.


January

ALIS: End of conference cues bright 2016
Despite some new challenges so far this year, attendees at the Americas Lodging Investment Summit are optimistic about 2016.


Understanding Marriott’s Vision of the Future of Meetings in 2016
Marriott CEO Arne Sorenson unveiled a new video yesterday discussing the future of meetings in hospitality at the annual Professional Convention Management Association (PCMA) Convening Leaders conference in Vancouver.


2015

September

Why Setting ‘Stretch’ Goals for Your Salespeople Is Counterproductive
The practice of aggressive goal setting is well entrenched in the hotel industry and isn’t likely to change overnight. However, hotels that ensure their goals are fair and motivating are likely to have more engaged and motivated salespeople, leading to better results.


Innovation and Creativity: The HSMAI Top 25 2014
Innovation and creativity is what distinguishes the good from the great. To celebrate that, for the 12th consecutive year, HSMAI presented the “Top 25 Most Extraordinary Minds in Sales, Marketing and Revenue Optimization” as chosen by their peers at the 2015 Adrian Awards Gala. The Top 25 are individuals who were handpicked for their talent, drive and successes. We reached out to this impressive list of professionals to find out what inspires them and where they see the greatest innovation in our industry today and expect to find it in the years to come. Here is what these high achievers had to say.


Room Block Busters: When Attendees Book Unofficial
The sharing economy and the increase in room block pirates are leading more meeting attendees to book outside the official room block.


How to Work Confidently with Numbers People

July

5 Facts That Will Help You Win Any Negotiation
The best negotiator isn’t the big-talking powerful personality. The best negotiator is armed with information, backed by research, and reinforced by facts and figures.


Shifts in volume, spending lift group business
Many hotel companies are reporting positive growth in group business, and that trend should continue if the economy remains strong.


Knowledge Center What Makes Great Salespeople
What behaviors drive successful salespeople? Last year, research by my people analytics company VoloMetrix identified three things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time spent with managers and senior leadership. These three behaviors persisted regardless of region, territory, or sales role, suggesting that they are foundational ingredients for success.


May

The Three Biggest Challenges of Today's Sales Reps
For a company to be successful, today, its sales approach must evolve.


January

Emotional authenticity: The Key to Greater Sales Success
Insights on sales from "Speaker Sue", Sue Hershkowitz-Coore


2014

November

Keys to Success from HSMAI’s Top 25 Sales & Marketing Minds
It takes passion, drive, talent and creativity to achieve success in hospitality sales and marketing. For the 11th year running, HSMAI paid tribute to an impressive group of individuals who define and embrace those qualities. They are the “25 Most Extraordinary Minds in Hospitality Sales & Marketing” as chosen by their peers.


July

What to say after “hello” – Prospect for Success!
Insights on sales from "Speaker Sue", Sue Hershkowitz-Coore


June

3 ways to replace the losing “I’ll call you Thursday at 4p” approach
Insights on sales from "Speaker Sue", Sue Hershkowitz-Coore


May

Knowledge Center Two Tactics to Get Your Prospecting Email Opened
SpeakerSue on how to align your messaging with what matters to your customers, not to what excites you.


January

Insights from HSMAI’s Top 25 Sales & Marketing Minds
We reached out to these professionals to find out what they view as the greatest changes and opportunities facing the industry and profession, as well as their thoughts on marketing to consumers and what it takes today to be a success.times, we asked them about the changes, opportunities and challenges that the hospitality and travel industry now faces, how best to market to consumers in a complicated landscape, and what traits it takes to be successful today.


2013

February

Words of wisdom from HSMAI’s Top 25 Sales & Marketing Minds
In 2012, for the ninth year, 25 creative thinkers, innovators and top achievers were chosen by HSMAI as the “Most Extraordinary Minds in Hospitality and Travel Sales and Marketing.” Picked by their peers, this outstanding group of sales and marketing executives define success. Eager to hear from them on the state of the industry and how they are flourishing in these challenging times, we asked them about the changes, opportunities and challenges that the hospitality and travel industry now faces, how best to market to consumers in a complicated landscape, and what traits it takes to be successful today.


2012

February

2011 HSMAI Adrian Awards Competition Case Studies
2011 HSMAI Adrian Awards Competition Case Studies: Platinum, Best of Show and Specialty Award Winners


2011

March

January

2009

December

October

August

June

May

April

February

2008

October

July

2002

August