Hospitality Sales and Marketing Association International
Hospitality Sales and Marketing Association International
 
Hospitality Sales and Marketing Association International
articles - fuel sales

2018

August

Why Better Prospecting Means Slowing Down

Sales trends 2018: Trend 4 – Buyer behaviours, AI and the future of sales roles

July

Knowledge Center How travel industry trends are fragmenting the customer journey
Gone are the days of a simple process with minimal touchpoints: flicking through brochures; speaking to a travel agent; deciding where to book.


Knowledge Center The Push and Pull for Better Sales: Tips for Motivating Sales Reps

June

Knowledge Center 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.


Knowledge Center Create a prospecting email that doubles revenue

Knowledge Center Six Ways to Foster Loyal & Authentic Relationships

May

Expedia study reveals key trends in ‘booming’ bleisure travel sector
New research conducted by Expedia Group Media Solutions has found 60% of corporate travellers globally extend their trips to add some leisure activities.


Meetings Contract Trends For 2018

Hotel companies should refocus on traditional training
Much of the attention paid to online learning for staff loses sight of the human experience that hoteliers strive to give their guests.


IHG joins Hilton, Marriott in cutting third-party sales commissions

April

If you prospect, you’ll want to read this (and if you don’t, you need to read this now)

Knowledge Center Making a Connection to Social Selling

Knowledge Center 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.


Knowledge Center Are more or fewer tourists coming to the U.S.? Depends which federal agency you ask

Knowledge Center Six Crucial Tips to Create a Winning Sales Organization

Knowledge Center The 7 Biggest Trends Upending Sales Today
Insights into what’s coming in technology, regulations, demographics, and economics, and how this is affecting opportunities for sales now and in the future.


Knowledge Center Book Recommendations for Sales Professionals

March

Knowledge Center 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.


Knowledge Center 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.


Knowledge Center Two Techniques for Helping Employees Change Ingrained Habits

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.


Knowledge Center Why We Don’t Let Coworkers Help Us, Even When We Need It
In a qualitative study, we asked 238 employees in a variety of industries to explain why they would or wouldn’t accept help from a coworker. From their responses, we identified five key reasons people avoid being helped.


Knowledge Center HSMAI Insight: Selling Your Job by Selling Yourself
Hotel salespeople are business professionals strategically working with customers to offer products and services that fulfill their needs. As leaders, we need to take more time to educate and promote our team’s successes, and the value of what sales relationships bring to the bottom line.


Knowledge Center Group Intermediation: Where Do We Go From Here?

February

Knowledge Center Survey Reveals Seven Meeting Trends of 2018
Two Roads Hospitality has released data from its recently conducted “State of the Meetings Industry” survey revealing 2018’s top meeting trends. In its sixth annual survey, the company analyzed responses from more than 300 corporate, association, government, and independent planners—66 percent of whom control more than $100,000 per year in guestroom, meeting space, and food and beverage spend for their organizations.


Knowledge Center A New Hotel Sales Commission Model
HSMAI Executive Roundtable Case Study


Knowledge Center What’s Next for Hotel Commission Structures?
Marriott International’s recent decision to cut its commission rate for group intermediaries from 10 percent down to 7 has spurred debate across the hospitality industry, much of it focused on the minutiae of how meeting planners are reacting and whether other hotel companies will follow suit. But the overarching question raised by the new policy is what it could mean for the industry’s entire commission model — which increasingly has been complicated by the growth and variety of intermediaries. What do hospitality sales and marketing professionals need to know? More than anything, that there’s no single correct course of action — meaning hotels have to make their own decision when it comes to group commissions. A conference call for HSMAI’s Sales Advisory Board last week offered some factors to keep in mind.


Is an ‘up’ market leading to mediocrity in hotel sales?
Hitting high demand can make sales and marketing much easier, but that’s no reason for hoteliers to rest on their laurels.


January

Knowledge Center The Perception of Hospitality Salespeople Needs to Change…For Good

Knowledge Center Trendspotting at CES
HSMAI Executive THINK at the 2018 Consumer Electronic Show (CES)


Knowledge Center Sales and marketing experts share surprises, challenges
In a series of video interviews, sales and marketing executives weighed in on what surprised them most in 2017, and what they think their biggest challenges will be in the year ahead.


Knowledge Center The 2018 Outlook For Sales, Marketing, and Revenue Optimization Professionals

2017

December

American Express Travel Reveals Emerging Trends and Top Ten Destinations for 2018
According to a new survey conducted for American Express Travel, travelers in the United States are focused on pursuing their personal passions through the lens of travel.


Knowledge Center Group bookings pace for 2018: Up, but different
Group business is pacing well for next year, but booking windows are getting shorter, and it can be tougher to raise rates, said sales and marketing executives at HSMAI's Fall 2017 Hotel Management Company Sales & Marketing Executive Roundtable.


November

Knowledge Center Info Gathering for Sales Reps: 7 Tools You Should Be Using & When

October

Report From IMEX America: How the Meetings and Hospitality Industry Will Change in 2018
At the international convention in Las Vegas, hospitality experts shared their predictions for event technology, the impact of millennials, and more.


Knowledge Center Why Outperforming YoY Falls Short

September

Freitag’s 5: Major events define US August performance

August

Millennial Business Travelers Are Pretty Thrifty
A report from the business travel management firm Concur finds that while younger employees might have slightly higher hotel expenses, this is offset by far lower amounts spent on dining and entertainment overall—a trend that holds up globally.


July

Knowledge Center How to Predict Turnover on Your Sales Team
If managers could identify good salespeople who are at risk of quitting and take steps to retain them, their companies could realize substantial savings.


Knowledge Center The Last-Minute Cancellation Problem

Manage Your Manager
Ownership must aggressively take hold of its role in the process of hiring and recruiting leaders for its properties.


June

Your Sales Training Is Probably Lackluster. Here’s How to Fix It
Although curriculum-based training — classroom-type courses typically focused on a selling methodology and activities like time management — has its place, it should only be treated as a foundation.


Knowledge Center NYU 2017
Complete Hotel News Now coverage of the 2017 NYU International Hospitality Industry Investment Conference.


These Destinations Are Using Virtual Reality to Put You in Their Place
Virtual reality has finally arrived. And destinations and venues are getting increasingly creative about using it for 360-degree tours, high-flying site visits, and more.


May

Knowledge Center Close the Knowledge Gap for Hotel Sales Effectiveness
HSMAI’s Sales Advisory Board recently surveyed unit-level sales managers and directors at branded and independent properties on how to close the strategic knowledge gap that exists between the executive level and members of the sales force. The results of that survey are eye-opening.


April

Knowledge Center Zika, Forest Fires, & Travel Bans…Oh My!
These are unpredictable times with plenty of unpredictable impacts on hotels and the hotel industry. HSMAI’s Marketing Advisory Board recently discussed what you can do before, during, and after disruptive events – whether it is disease, natural disaster, or political upheaval – that are beyond their control, and return to normal levels of business as soon as possible.


March

Knowledge Center Why are your star performers so successful?
As a sales leader, do you know why your star performers are so successful? If you don’t, but want to, then consider these recommendations from HSMAI’s Sales Advisory Board.


The Outlook is Promising - 2017 Top Ten Meeting Trends
Benchmark Resorts & Hotels, a signature portfolio of BENCHMARK®, a global hospitality company, announces the "Top Meeting Trends for 2017" as observed by its properties.


Convene’s 26th Annual Meetings Market Survey
Still trending upward, but at a slower pace than last year.


February

Finding the future: Mobility, metrics, and merging skillsets
The average person and Big Data are inexorably and permanently intertwined. Big Data is us, because we are now Big Data. There’s no escaping it, writes LodgIQ’s Ravneet Bhandari. Each one of us is leaving an ever- growing digital footprint as technology and consumer behavior merge. We both consume information and produce it, highlighted by the new buzzword: prosumers. Oddly, while we’ve mashed up how we work, play and live, because of significant technology changes, in many instances hospitality professionals are still entertaining 1997, not 2017. It’s a strange dichotomy revealing an opportunity to rethink and reinvent how hoteliers connect with consumers.


What Does The Executive Order on Immigration and Refugees Mean For the Meetings Industry?
Meetings Means Business Update on Executive Order


January

Knowledge Center CES 2017: Beyond the realm of possibility
What just keeps getting bigger, creates electronic envy on an unfathomable scale, and overwhelms your senses 5 seconds after you walk on the floor? The answer is the Consumer Electronics Show (CES). Insight from Dr. Lalia Rach on HSMAI's guided tour of CES 2017.


The Power of Positive Surveying
Nudging customers to reflect on good experiences gooses sales.


How Hoteliers and Planners Can Build Better Relationships
A new report from the Incentive Research Foundation offers insights on how meeting planners can better work with hotel salespeople—and vice versa. The relationships are generally collaborative but are not always based on trust or friendship.


Knowledge Center Is Your 2017 Business Plan Already Out of Date?
What has changed since you wrote your business plan for 2017…and what do you do about it now? Consider the following ways that members of HSMAI’s Sales Advisory Board are working to update their own sales strategies for the new year


2016

December

Knowledge Center Build a Better Mousetrap…21 Ideas for Innovating Direct Hotel Sales
If your hotel(s) is looking to reduce the cost of sales, improve profitability, and fight commoditization in the minds of your guests, innovation is a must.


November

October

September

August

Knowledge Center The Misconceptions of Millennials and Meetings | By Robert A Rauch
There are a number of misconceptions floating around the hotel industry about our largest growing demographic, the Millennials. This stems from an overgeneralization of the key trends that they have brought to the forefront of our industry. The Millennials, generally categorized as those born between 1980 1995, are a maturing group that prizes the use of technology for efficiency and ease of doing business. This is why it comes to the surprise of many that they actually prefer face-to-face meetings and events just as much if not more than previous generations. Often characterized as having their eyes glued to a mobile device, Millennials need to not be pigeon-holed so quickly in the minds of meeting and events planners.


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