Hospitality Sales and Marketing

Hospitality Sales and Marketing
What is more important: the experience or change to new technologies?
Category: General, Destination Marketing, Marketing for Hotels | 1 Comment
In his latest article, David Brudney discusses an important aspect in hotel sales.
Change vs. Experience
The sales teams are confronted with new lifestyles, green hotels, blogs, wikis, web 2.0, Expedia, Orbitz, TripAdvisor, UGC (user generated content, etc.).
So, what is the importance of a team with decades of broad experience in sales compared to all these new technologies? There will be times where the experience will be the point of definition in a sale, and there will be times that an e-mail or text message is better. There will be times that a webinar or conference call are the best tools. But there are times that require a phone call or a personal visit. The best sellers are good hotels in new technology and their sales relationships. The key is knowing when, where and how. For example, a golfer. Have a bag full of clubs. The best golfers know when, how and where to use different clubs. Best sellers know when, how and where to use their ‘tools’ of sales.