Sales Strategies | HSMAI Global

Showing Items with Sales Strategies Category

A Hotel Sales Metric For Today: Social Selling Index

Holly Zoba, CHDM, principal at Scout Simply, shares insights on how hotels can update their online outcome metrics using sellers’ Social Selling Index (SSI).

Leading Sales Into a Post-Pandemic World

Sales icon Cindy Novotny offers a preview of her keynote at HSMAI’s Sales Leader Forum next month — including why this is ‘a great opportunity to go forward.’

To Cluster or Not to Cluster?

With limited staff and resources, many organizations switched to cluster selling during the pandemic and are now deciding whether to keep this model or not. There are pros and cons to that approach.

Being a Sales Hunter, Part 3: The 8 Strengths of Successful Hotel Sales Hunters

HSMAI’s Sales Advisory Board has created a three-part series to help sales hunters improve their skills and increase their value to organizations, beginning with a checklist of best practices, followed by advice on developing prospecting skills, and now including this list of strengths to look for when hiring a sales hunter.

Being a Sales Hunter, Part 2: Develop Your Prospecting Skills

What knowledge, skills, and experience do many successful sales hunters have? These seven competencies from HSMAI’s Sales Advisory Board will give you a solid foundation.

Being a Sales Hunter, Part 1: The Essential Checklist

HSMAI’s Sales Advisory Board (SAB) is developing resources to help hospitality organizations that are gearing up to bring back staff and hire for new positions, including sales hunters. The SAB created a three-part series to help sales hunters improve their skills and increase their value to organizations — beginning with this checklist.

Becoming a Trusted Resource for Your Clients

Holly Zoba, CHDM, principal at Scout Simply, shares insights on how you can become a trusted resource for clients.

Cindy Novotny: Believe

Sales leader Cindy Novotny of Master Connections says in this message for HSMAI that now is the time of the year to believe, to give back to your customers, and to prepare for success in 2021.

Cindy Novotny on How to Adapt and Reinvent What You Are Selling

Cindy Novotny of Master Connections, 2019 HSMAI Sales Lifetime Achievement Award honoree, provides exclusive insights for HSMAI members on how to adapt to today’s environment and reinvent what you are selling based on market conditions.

The Importance of the Sales Hunter in Today’s Environment

Right now, hunters are desperately needed, according to HSMAI’s Sales Advisory Board, who on a recent call discussed what makes a good hunter and why this type of salesperson is so valuable right now.

Planning for Hospitality Sales Recovery

Reopening to your local markets and then to the broader market will put an emphasis on new skills and lines of communication. The following strategies will help you capture as much from the reopening process as possible.

Staying Proactive as a Sales Professional

As part of its Confronting Coronavirus: What’s Next? webinar series, HSMAI hosted a sales-focused program on April 7. Ed Skapinok, immediate past chair of HSMAI’s Sales Advisory Board, and Amy Infante, CEO of GitGo, presented research and opinions on what hospitality sales professionals can focus on to drive the quickest recovery possible

4 Imperatives for Hospitality Sales Leaders

At HSMAI’s Sales Leader Forum on Nov. 5–6, Cindy Novotny, managing partner at Master Connection Associates and recipient of HSMAI’s Award for Lifetime Achievement in Sales, presented a keynote address on “Sales Imperatives for Today’s World.” Here are four key takeaways.

What’s Keeping CSOs Up at Night Heading in to 2020?

At HSMAI’s Chief Sales Officer Executive Roundtable, held in conjunction with HSMAI’s Sales Leader Forum in Frisco, Texas, on Nov. 5–6, CSOs from hospitality brands, management companies, and owner groups engaged in a high-level conversation that included identifying some of the trends that have most surprised them this year. Here are four things they said are keeping them up at night.

Hospitality Icon Cindy Novotny on Sales, Leadership, and ‘Never Letting Somebody Say No’

“I’m truly a hospitality girl,” Cindy Novotny said in an interview with HSMAI. Never one to do things halfway, the hospitality girl will play a dual role at HSMAI’s Sales Leader Forum in Dallas on Nov. 5–6, serving as both emcee and a keynote speaker. Her topic: “Sales Imperatives for Today’s World.”

Would Customers Pay for Your Sales Calls?

HSMAI recently sat down with renowned consultant, speaker, and author Scott Edinger to discuss his upcoming presentation a the HSMAI Sales Leader Forum and get his thoughts on the sales profession.

Big Picture Strategy

This approach gives sales teams and revenue managers the power to future-proof their jobs. This is done by enabling them to move beyond reactive strategies — inbound streams of RFPs…

Sales leaders: Go beyond responding quickly to RFPs

Responding quickly to sales inquiries is not enough to stand out anymore. Sales leaders need to find ways to outsell the competition.

How to Shift Your Leadership Mindset for More Sales Success

If you want to drive sales growth, you have to stop looking at your sales team and start looking at the ways you might be preventing your company from increasing…

Six Crucial Tips to Create a Winning Sales Organization

Running a winning sales organization is far from easy. However, you can get there – provided you’re willing to adhere to six essential tips. Read the Selling Power article.

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.

Increase direct booking through reservations sales

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.

The Perception of Hospitality Salespeople Needs to Change…For Good

By Ed Skapinok, Senior Vice President of Sales, Marketing, Revenue and Reservations, Aqua-Aston Hospitality, and chair of HSMAI’s Sales Advisory Board It seems hard to believe, but there are voices…

3 Must-Know Strategies for Getting Past that Monstrous Gatekeeper in Sales

There’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.

The New Era of Selling

Excerpted from presentation by Bob Anderson, President, Star Performance, Inc., at HSMAI Las Vegas chapter educational program May, 2017.

HSMAI’s Sales2Win

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.

Building the Sales Pipeline in 2017

Bob Anderson, president of Star Performance, discussed how to jump-start sales, increase top-line revenue and profits and convert that knowledge into immediate action that creates measurable results, at the HSMAI Washington DC Chapter February, 2017 event.