As anyone who has worked in the profession of hotel sales and catering sales for 10 or more years knows, the skill-set required to be a top performer is quite different these days. Today's sales superstars still have to ...

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.

When it comes to icons in the hotel industry, fewer stand taller than my dear friend Howard Feiertag, especially in the field of hotel sales. I am sure a few thousand people know him as a former co-worker from his many ...

In an experiment comparing how call center staff interact with potential guests, employees at one OTA won out over hotel companies. As a hotel industry trainer, I have to admit being biased toward booking directly with ...

Boosting direct bookings via voice channels can be as simple as encouraging more people to call, and as complicated as using the proper metrics for measuring results. Like most hotels, chances are your lodging operation ...

To have a hotel staff that creates great guest experiences every day, managers and department heads need to understand it all starts with them. Most hospitality leaders I meet these days are well aware of the importance ...

In the 2010's we have witnessed a transition in group bookings to electronic conversations, as an increasing percentage of meetings, conferences and events are being booked without there being even one voice call between ...

On many levels, marketing in the hotel industry has advanced rapidly, yet at most hotels and brands, the 'message on hold' (MOH) scripting is stuck in the 1990’s. Whether you call a hotel directly or call into its central ...