In This Section
marketing review -
fuel sales
2019
May
Executive Briefing: Accor’s Heather McCroryMarch
Reducing Friction in the Group Contracting ProcessFebruary
2 Burning Questions for Hospitality SalesRecognizing and Rewarding Sellers
January
Happy New Year From HSMAI, 20192018
December
The Next Big Things in 2019November
10 Trends That Have Surprised Hotel CSOsHow I Got Here — Katie Davin, Johnson & Wales University
October
5 Things Hospitality Sales Professionals Need to Know About DistributionSeptember
How I Got Here — Bart Berkey, Marriott International Luxury Brands4 Things Keeping Hospitality Sales Professionals Up at Night
August
GSA Releases FY 2019 Per Diem RatesJuly
Hotel–Planner Relationship ChallengesYour lack of sleep is ruining your productivity
Lessons learned from 30 years of hotel sales processes
Today’s sales manager could learn a lot by being transported back in time to when hotel sales were fairly simple and good people skills were all you really needed to be successful.
Occupancy hits 30-year high in U.S.
April
Executive Briefing: AAHOA’s Chip RogersFebruary
4 Strategies for Updating Your 2018 Business Plan Right NowBy Brian Burton, CHSE, CRME, Vice President, Sales & Events, White Lodging, and Katie Davin, CHSE, Associate Professor, Johnson & Wales University-Providence, members of HSMAI’s Sales Advisory Board
2017
September
Hotel sales tips from real-world meeting plannersInsights from interviews with meeting planners include ideas for how hotels can personalize their RFPs and event experiences to boost bookings.
The Past is Prologue
Excerpt from the upcoming new book Hospitality & Travel Strategy 2020 by Fred DeMicco, Ph.D. Marvin Cetron, Ph.D. & Owen Davies (2018)
August
3 Must-Know Strategies for Getting Past that Monstrous Gatekeeper in SalesThere’s a monster that keeps countless salespeople up at night. It’s not hiding in the closet or under the bed, but rather on the other end of the phone line: It’s the gatekeeper.
July
Is Your Sales Training Lackluster?May
How to draw from local sources to drive business at your hotelHotel sales-and-marketing teams cannot ignore their local surroundings when it comes to driving new and loyal business through the front doors.
2016
December
25 Travel Moments That Mattered in 2016October
The Cost of Continuously Checking Email5 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 Finding Sales Talent in Unexpected PlacesHSMAI’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 Merger Mania…and the Significance for SalesHSMAI’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 TravelWith 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 HacksMore 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 SurveyThe 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 2016Despite 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 CounterproductiveThe 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 NegotiationThe 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.
What Makes Great SalespeopleWhat 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 RepsFor a company to be successful, today, its sales approach must evolve.
January
Emotional authenticity: The Key to Greater Sales SuccessInsights on sales from "Speaker Sue", Sue Hershkowitz-Coore
