Success in 2025 is about solving problems, building meaningful connections, and meeting buyers where they are.
The hospitality landscape is shifting at lightning speed. Buyers are more informed, competition is fiercer than ever, and outdated tactics simply don’t cut it anymore.
Here’s the reality: 75% of B2B buyers use social media to research purchases, 90% of cold calls go straight to voicemail, and 80% of buyers make a decision before ever speaking to a sales rep.
Think about it—buyers are more empowered than ever, with access to tools and information that put them firmly in control of the purchasing process.
The traditional sales model is fading, replaced by a system in which 80% of what used to be sales is now marketing.
Generic pitches and cold calls? Forget them. Today’s buyers expect tailored solutions and genuine value from the first interaction, where personalized, value-driven outreach makes all the difference. It’s what grabs attention, builds trust, and ultimately wins the deal.
For hotel vendors, staying competitive means embracing this shift. The DIY sales process is here, and adapting to it is no longer optional—it’s essential.
Hotel Vendor Tips to CRUSH 2025
To help you rise to the challenge, we’ve gathered actionable advice from hospitality pros who are leading the way. These aren’t just theories but proven strategies to help you thrive.
Let’s get started.
Turn the Camera on Yourself and Your Team
John Carpenter, Managing Director at Snelling Hospitality, didn’t mince words: “Just turn the camera on yourself and go.”
Social selling isn’t just a buzzword—it’s your secret weapon for building connections faster than ever. Video content lets prospects see the real, approachable people behind your brand.
Why It Works: Buyers want to work with humans, not faceless companies. When your team shares their expertise and personality through video, you build trust and make your organization feel approachable.
Pro Tip: Start small. Record short, authentic videos answering common buyer questions or highlighting how your solutions solve real problems. Post them on LinkedIn to amplify your reach.
LinkedIn: Your Untapped Goldmine
Nick Horgan, Chief Commercial Officer at Amaze Insights, calls LinkedIn a game-changer for 2025: “Lean into LinkedIn. The power of the platform can help you grow your sales, your network, and make a huge impact.”
If you’re not leveraging LinkedIn effectively, you’re missing out.
Company pages often get overlooked, but Horgan reminds us they hold enormous potential with the right strategy. “It’s notoriously hard to grow a company page, but it’s doable with a mix of educational content, strategy, team involvement, and analytics.”
How to Start:
- Post valuable, educational content regularly.
- Get your team involved—encourage employees to share and engage.
- Use analytics to fine-tune what works and replicate success.
Why It Matters: LinkedIn isn’t just a networking site; it’s a platform where B2B decisions are made. Elevate your presence, and you’ll stand out from competitors.
RELATED: How to Grow Your LinkedIn Profile Into a Lead Generating Machine
Goodbye Generic, Hello Micro-Personalization
Susan Tucker of Lure Agency hits the nail on the head: “The days of one-size-fits-all messaging are gone.”
Hotel buyers are bombarded with pitches, and the only ones that cut through are tailored to their unique needs. This is where micro-personalization shines.
What Is Micro-Personalization? It’s using data to create hyper-relevant messaging for each buyer. Tucker suggests leveraging tools like AI-driven CRMs to segment and customize your outreach at scale.
But data alone isn’t enough—it’s about empathy, too. “Show you truly get their challenges and care about their success,” Tucker advises.
How to Do It Right:
- Dig Deep into Data: Understand regional guest trends, revenue goals, and operational pain points for each client.
- Combine Tech with Empathy: Use tech tools to automate insights but craft messages that feel personal and human.
- Solve Problems, Not Sell Features: Focus on how your solution aligns with their goals.
Bottom Line: When you pair intelligent data with genuine problem-solving, you’re no longer just a vendor—you’re a partner they trust.
Stop Selling Features, Start Solving Problems
Cory Falter of Lure Agency urges vendors to ditch the feature-heavy pitches: “Far too many vendors try to get attention by offering products with just features and benefits. That approach is ignored.”
The key? Obsess over your prospect’s pain points and use the Problem-Agitate-Solution (PAS) framework:
- Problem: Identify their biggest challenges.
- Agitate: Highlight the impact of not addressing the issue.
- Solution: Present your product or service as the clear answer.
Falter explains it best: “It’s not what you sell that matters—it’s the why. Lead with problem-solving value, and watch your opportunities skyrocket.”
Quick Example: If a hotel is struggling with guest check-in delays, don’t sell them “cutting-edge tech.” Instead, show how your solution slashes wait times, improves guest satisfaction, and makes them look like a hero to ownership.
2025 Success Starts with You
The message from all the experts is clear: the hospitality industry isn’t about pushing products—it’s about building trust and solving problems.
Whether it’s through authentic videos, mastering LinkedIn, or personalizing your approach, the vendors who win in 2025 will be those who focus on delivering value, not just features.
So, take these hotel vendor tips and make them your own. As John Carpenter says, “Turn the camera on yourself and go.” Let this be the year you build real connections, stand out, and crush your goals.
