Showing Items with Sales Category


Data & Analytics for Sales Leaders: Data Scientists

At HSMAI’s Sales Leader Forum on Nov. 5–6, Dr. Kelly McGuire, principal with McRevenue LLC, presented a breakout session on “Data and Analytics for Sales Leaders.” Here is the first of four key takeaways.

4 Priority Sales Issues for 2020

HSMAI’s Sales Advisory Board (SAB) meets every month to discuss issues relevant to hospitality sales professionals. In December, SAB members compared notes on what they saw as the most pressing issues in 2020. Here are four of the most talked-about topics.

Here’s to a Well Fueled, Inspired, and Optimized 2020!

Happy New Year! I hope you had a wonderful holiday and are looking forward to an exciting, successful 2020. From events and certification programs to content and other resources, we will continue to elevate the hospitality industry in a way that fuels sales, inspires marketing, and optimizes revenue.

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.

The Power of Proactive Selling

Hotels realize that their current group strategy, with salesforces simply trying to keep up with an onslaught of inbound requests, might not be up to the challenge.

Legal Issues for Sales Professionals

At HSMAI’s Sales Leader Forum on Nov. 5–6, hospitality-law expert Steve Rudner presented a keynote address on “Headlines and Headwinds for 2020: Legal Issues for Sales Leaders’ Radars.” Here are four key takeaway.

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.

4 Questions for HSMAI Sales Professional of the Year Kristi Griffith

Kristi Griffith, CGMP, CHSP, Corporate Director of Sales Performance Support for Prism Hotels & Resorts, recipient of HSMAI’s Off-Property Sales Professional of the Year Award, recently sat down with HSMAI to discuss her career, why she loves hotels, and what she thinks about the industry as a whole.

5 Questions for HSMAI Sales Professional of the Year Valerie Gold Rios

HSMAI recently sat down with Rios, director of sales at IHG–Staybridge Suites Lake Buena Vista, and the recipient of HSMAI’s On-Property Sales Professional of the Year Award, to discuss her accomplishments, how she got here, and what she thinks about the industry as a whole.

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