HSMAI Lifetime Achievement Award winners and industry leaders Mike Leven and Roger Dow discuss hotel sales today and the qualities sales leaders need to be successful, prior to the HSMAI 90th Anniversary Gala.
HSMAI 90th Anniversary Leadership Perspectives — October 19, 2017
HSMAI leaders reflect on the organization's accomplishments and what HSMAI means to them.
Celebrating 90 Years: An HSMAI Video Story — September 7, 2017
RO2Win - Revenue Optimization e-Course — August 24, 2017
The Hospitality Sales and Marketing Association International and the Institute for Hospitality and Tourism Education and Research at Florida International University are introducing RO2Win, an online revenue optimization course for hospitality professionals, that trains a team to optimize every opportunity to increase hotel revenue.
RO2Win presents concepts and tactics in an innovative and engaging format, using animations and in-depth interviews with experts. From sales and marketing to the on-property guest experience, RO2Win teaches each and every team member the power of revenue optimization, cross selling and upselling.
RO2Win is a multimedia online course that engages participants with the essential concepts of Revenue Optimization and demonstrates how everyone in a hotel contributes to profitability. It can help anyone in sales & marketing obtain a better understanding of the fundamentals of revenue management. RO2Win can help hotel companies develop their revenue management pipeline, inexpensively introducing high-performing individuals or managers-in-training to the fundamentals of revenue optimization in a self-paced, affordable program that can be used before, during or after other development programs.
The RO2Win certificate course consists of five online modules and a simulation, which puts the course participant in the revenue manager’s seat. It will take between 9 and 12 hours to complete and offers a certificate of completion, after the successful completion of an exam.
HSMAI's Sales2Win — May 31, 2017
Sales2Win is a series of self-paced online training programs for sales professionals looking to evolve into better business people who take a more strategic and consultative approach toward customer interactions. Sales2Win currently includes distinct, in-depth sales education programs covering Account Management and Select Service Selling for General Managers. Additional programs in development include Sports Sales, Inside Sales, Regional Sales, Catering Sales, Strategic Account Management, and Destination Sales.
Sales Talk: Technology, Customer Relationships, and Responsiveness — April 28, 2017
HSMAI Advisory Board members Holly Zoba, CHDM, Senior Vice President of Hospitality Sales, Signature Training, and Kaaren Hamilton, CMP, CMM, HMCC, Vice President, Global Group Sales, Carlson Rezidor, discuss areas where hotel sales professionals have been successful recently and where there is room for improvement.
Hotel Sales Hits and Misses — October 20, 2016
HSMAI Sales Advisory Board members Michael Smith, Vice President, Sales and Marketing, JHM Hotels and Ron Taylor, Vice President of Sales and Development, WCG Hotels, discuss recent changes in how hotel sales people are selling and opportunities for growth.
Sales Leaders on Social Media, Revenue Management, and Efficiency — October 20, 2016
HSMAI Sales Advisory Board members Christine Wight, Executive Director of Resort Sales, Angel Fire Resort; and Michelle Crosby, CMP, National Sales Manager, Allied PRA Dallas/Fort Worth, discuss how hotel sales people are using social media to communicate, strategically using revenue management, and how they can better use tools at their disposal.
Sales Talk: Revenue, analytics, and talent — October 13, 2016
HSMAI Sales Advisory Board members Ed Skapinok, Vice President of Sales & Marketing, Hostmark Hospitality Group, and Tony Yeung, Principal, ZS Associates, discuss areas where hotel sales professionals have been successful recently and where there is room for improvement.
Hotel Sales Successes and Challenges — September 29, 2016
HSMAI Sales Advisory Board members Brian Burton, CHSE, CRME, Vice President Revenue Strategy & Optimization, White Lodging, and Lisa Giaimo, VP of Sales & Marketing, OTO Development LLC, discuss areas where hotel sales professionals have been successful recently and where there is room for improvement.
Airbnb Says It's Seeing Business Travel Growth, but Some Employers Aren't Biting — September 22, 2016
Sales2Win: The Sales Skill Set — September 15, 2016
Mark Sergot, Senior Vice President, Global Sales Organization at Fairmont Raffles Hotels International (FRHI), gives insights on the required skill set for sales professionals today as part of HSMAI's Sales2Win online training program.
Sales2Win: Preparing Millennial Sales Professionals — August 11, 2016
Gus Vonderheide, Vice President, Global Sales, Hyatt Hotels & Resorts, discusses how to prepare today's sales professionals for engaging established meeting planners as part of HSMAI's Sales2Win online training program.
Sales2Win: Achieving Sales and Revenue Management Synergy — July 28, 2016
Agnelo Fernandes, Senior Vice President, Sales & Marketing, Terranea Resort & Destination Hotels, discusses how to achieve better synergy between sales and revenue management departments as part of HSMAI's Sales2Win online training program.
Competing in the Sharing Economy and Creating a Local Feel — May 26, 2016
HSMAI San Diego interview with Richard Espinoza, Sales & Marketing Director, The Kings Inn Hotel
Intermediation and Hotel Group Business — April 1, 2016
Michael Smith, Vice President, Sales and Marketing, JHM Hotels, and member the HSMAI Sales Advisory Board, discusses how the hotel community should address the influx of third parties and intermediation.
HSMAI Insights Interviews: Sales, Marketing, and Revenue Metrics 2016 — January 28, 2016
Members of the HSMAI Americas Board of Directors discuss metrics and their importance today to the success of hotel sales, marketing, and revenue management efforts.
Attracting and Retaining Hotel Sales Professionals — November 12, 2015
Brian Burton, CHSE, CRME, Vice President, Revenue Generation, Marcus Hotels & Resorts, and member the HSMAI Sales Advisory Board, discusses attracting and retaining quality sales professionals today.
Combating Intermediation — November 12, 2015
Ed Skapinok, Vice President of Sales & Marketing, Hostmark Hospitality Group, and Chair of the HSMAI Sales Advisory Board, discusses how to promote direct hotel sales.
HSMAI Roundtable Takeaways — May 14, 2014
Sales and marketing executives from leading hotel management companies provide their insights on the top challenges they face today. Interviews by HotelNewsNow.com at the HSMAI Hotel Management Company Sales & Marketing Executive Roundtable, May 1, 2014
Mike Leven HSMAI Seminar in Amsterdam — May 13, 2014
Mike Leven held an inspiring HSMAI Europe seminar in Amsterdam in April called "Status Quo is a Prescription for Failure". The participants were all pleased to gain new insight into an old, but changing industry.
The State of Hotel Sales 2014 — February 6, 2014
In this HSMAI Foundation Leadership Insights interview, hotel sales leaders discuss the challenges and opportunities they face in 2014 and beyond.
Keeping Up With The Pace Of Change In 2014 — January 31, 2014
In this HSMAI Foundation Leadership Insights interview, hotel sales and marketing leaders discuss the challenges and opportunities they face in 2014 and beyond.
Evolving Sales Realities: An HSMAI Leadership Panel Discussion — May 13, 2013
A panel discussion moderated by Dr. Lalia Rach on the evolving sales realities and the new skills needed by sales professionals with members from the HSMAI Sales Advisory Board & the HSMAI Americas Board, at the 2013 HSMAI Mike Leven Leadership Conference.
Lessons in Sales & Leadership: An HSMAI Interview with Mike Leven — May 9, 2013
Bob Gilbert, President & CEO, HSMAI, and Barb Bowden, General Manager, The Peabody Orlando, talk about sales and leadership with Mike Leven, President & Chief Operating Officer, Las Vegas Sands, at the 2013 HSMAI Mike Leven Leadership Conference, The Peabody Orlando.
HSMAI Insights Interview: Hyatt's Jack Horne on Insight Selling — July 20, 2012
HSMAI Americas Board Member Jack Horne, Senior Vice President, Sales, Hyatt Hotels Corporation, on the biggest changes in hotel sales over the past few years. He is interviewed by fellow HSMAI Board Member Dr. Lalia Rach of NYU.
HSMAI Insights Interview: MGM Grand's Brian Keenan on Negotiating in Today's Economy — May 31, 2012
HSMAI Americas Board Member Brian Keenan, Vice President of Sales, MGM Grand Hotel and The Signature, discusses challenges facing hotel sales professionals with fellow HSMAI Board Member Dr. Lalia Rach of NYU.
HSMAI Insights Interview: Ritz-Carlton's Heather Allison on Hotel Sales Productivity Challenges — May 31, 2012
HSMAI Americas Board Member Heather Allison, Director of Sales and Marketing, The Ritz Carlton Lake Tahoe, discusses the biggest challenges facing sales productivity with fellow HSMAI Board Member Dr. Lalia Rach of NYU.
HSMAI Insights Interview: Wendy Ferrill of Best Western on the Changes in Hotel Sales — May 31, 2012
HSMAI Americas Board Member Wendy Ferrill, Managing Director, Worldwide Sales, Best Western International, discusses the biggest changes taking place in hotel sales with fellow HSMAI Board Member Dr. Lalia Rach of NYU.