Sales leaders: Go beyond responding quickly to RFPs
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Seems like every time I read conference rewinds and articles on Hotel News Now, the discussion turns to what is different about hotel sales these days and what leaders should be doing to adapt. It is good that most executive leaders seem to recognize how profoundly different the sales environment is in the current era. They recognize that the meeting planner is a likely a third party, not the originator of the business, and that most inquiries arrive electronically via CVENT or other third-party platforms such as those used by a convention and visitors bureau, or by paid subscription sites such as WeddingWire and The Knot...