Sales Manager vs Trusted Advisor: What’s the Difference and Which is Better?
In the world of sales, there are two distinct roles that professionals often find themselves in: the sales manager and the trusted advisor. While both positions involve selling, they differ significantly in their approaches and outcomes.
Cory Falter recently invited hotel sales consultant Kristi White on the InnSync Show for a discussion on the differences between the roles of a sales manager and a trusted advisor.
Find out which will lead to more success in the long run.
Social Proof: A Hotel Salesperson's Secret Weapon
How Social Proof Can Boost Your Hotel Sales and Win Over Prospects: The Science Behind This Powerful Strategy
As a hotel salesperson, you know that the group business is the lifeblood of your property. And when it comes to closing deals, social proof can be your secret weapon.
Cory Falter recently chatted with Joe Apfelbaum of Ajax Union on the InnSync Show about why building trust with guests is the only option and explored tips for how you can leverage social proof to sell more group business.
Wasting Time on Cheap Leads? Relationship Marketing Fills a Better Funnel
Let's face it, chasing weak leads that don’t close can be exhausting.
If you're a hospitality group sales pro, you know the challenges of being inundated with low-quality leads from mass-triggered RFPs and other referral sources. With limited time and product to sell, you want to ensure your efforts are focused on generating the most qualified leads and prospective customers possible.
That's where relationship marketing comes in.
By building relationships with prospective clients, you can ensure your sales pipeline is full of direct leads that are more likely to close, close at a higher value, and become repeat customers.
Those are the kinds of leads we like!
On the InnSync Show, Cory Falter and Teresa Winfield of Pan Pacific Seattle recently discussed how hotel sales teams could ensure better leads through relationship marketing strategies.
Exploring the Power of Creativity in Digital Marketing
Does Creativity Even Matter in B2B Hospitality Marketing?
Creativity separates top-performing brands from average brands in the hospitality industry. B2B hospitality marketing strategies that leverage creative approaches have been proven to increase customer engagement and boost sales.
On the InnSync Show, Cory Falter recently chatted with creative director Michael Duffy about the importance of creativity in digital marketing and how it can help hospitality brands stand out in a highly competitive market.
Why Some Outbound Sales Prospecting is Colder Than Others
It all comes down to delivering the right message at the right time.
When it comes to sales prospecting, not all methods are created equal. While we have fully embraced inbound marketing techniques to support sales teams, many instances require outbound tactics.
When consulting with our clients on their integrated marketing campaigns, we'd be remiss if we didn't mention outbound prospecting when discussing the modern-day sales funnel. (In fact, we have a whole series on social selling we like to share with our clients).
Point being, inbound should be at the core of any integrated marketing strategy. However, prospecting is still a key component of modern sales teams.
Cory Falter recently chatted with Flip.to’s Allen English on the InnSync Show about why some outbound sales prospecting is colder than others.
Hotel Sales Demystified
Uncovering misconceptions and unlocking opportunities.
Sales representatives are the lifeblood of hotels. They are responsible for bringing in new business and keeping existing customers satisfied. The hotel sales process can be complex, but it doesn't have to be mysterious.
The InnSync Show’s Cory Falter recently chatted with Tammy Gillis, sales performance expert from Gillis Consulting and Training, Inc., and we're demystifying the hotel sales process so you can close more business deals and grow the bottom line.
Technology for the Hospitality Industry: 3 Exciting Trends to Watch
Boost revenue. Improve efficiencies. Crush the competition.
Let's face it, the hospitality industry has seen more than its fair share of challenges in the past couple of years. It has felt a bit like a roller coaster between closures, the Great Resignation, and the surge in demand against a limited supply of resources.
One exciting result of recent challenges has been a major shift in ways technology can not only assist but also drive results, even with the toughest constraints. Embracing technology trends will help you boost revenue, improve efficiencies and get ahead of even the toughest of competition.
Technology for the Hospitality Industry - Don't Miss These Tools!
Technology trends in the hospitality industry are changing every day. This is a direct result of the way technology has advanced in recent years. From touchless technologies to robust sales platforms, here are three technology trends that are currently helping hospitality business owners stay ahead of the competition.
Here are three ways to drive more hospitality revenue when you have limited time and a limited budget.
1. Latest Technology Trends: Contactless Restaurant Ordering
OneDine is changing the restaurant technology sector by providing the most comprehensive, lowest-cost, and contactless solution available to date. It works by supercharging the existing POS systems, enabling contactless ordering and payment immediately. OneDine optimizes labor, eliminates fraudulent chargebacks, and creates a triple-win for servers, managers, and guests alike.
The coolest thing about OneDine? It learns how guests eat! OneDine will help pick the right menu item in every restaurant including suggestive modifications and allows a guest to seamlessly pay.
As a restaurant, OneDine gives you the power to increase your restaurant's sales, reduce operating costs, and deliver a frictionless dining experience in the palm of your hand.
Customer data with recognition technology creates predictive smart systems that local restaurants can use to stay ahead of their competitors.
2. Smart Hotels LOVE a Virtual Front Desk
If you're like many hotel properties around the globe, you may be experiencing a staff shortage. This puts added pressure on the management team and can create a guest experience that's less than 5-star.
A few months ago, leading ID scanner solution provider TTI Technologies announced their exclusive partnership with aavgo, the world’s first contactless, human-assisted Virtual Front Desk. Together, TTI Technologies and aavgo have constructed the world’s simplest identification virtual check-in process for hotels in an effort to combat identity theft, increase security in customer support, and improve overall efficiency.
Using this smart technology for tasks traditionally performed by hotel staff, not only helps to better manage guest data but also allows hotel management to capitalize on emerging technology for a better customer experience during a time when staff shortages are widespread in the hotel industry.
Hotel owners will love this hospitality tech!
3. Hotel Technology Trends: Lead Management (on Steroids)
SharpSpring is an affordable, yet powerful all-in-one sales and marketing platform that helps hospitality businesses generate leads, improve conversions to sales, and drive higher returns.
SharpSpring's lead management capabilities are unrivaled. With its ability to score leads, automate email marketing and drip campaigns, and track website visits and form submissions, SharpSpring gives hospitality businesses the power to convert more leads into paying customers.
With SharpSpring, the whole customer journey can be managed in a way that can allow hospitality sales professionals to provide exceptional service, cut operational costs, utilize big data and drill down on data analysis. These technological advances, especially for the hospitality sector, have not only created efficiencies but also have helped to create a much better customer experience.
Maximize Your Sales & Marketing Funnel >>
Here are some common questions about technology for hospitality.
What are the technologies used in hospitality and tourism?
There is a wide range of technologies used in hospitality and tourism. And, these are not limited to just the hotel industry!
Some of the most common hospitality technology trends include:
- Online booking and reservation systems
- Customer relationship management (CRM) software
- Property management systems (PMS)
- Financial accounting and reporting software
- Business intelligence (BI) tools
- Marketing automation software
- Custom hotel apps
- Virtual and augmented reality
- Smart room keys
- Automated administrative tasks
- Mobile check-in
- Voice control
- Digital conference facilities
These hospitality technology trends are changing the way hotels operate and how hospitality companies manage and exceed ever-changing customer expectations.
Photo by Teemu Paananen on Unsplash
What are other emerging technologies in the hospitality industry?
Some of the most promising emerging technologies in the hospitality industry include:
- Blockchain
- Virtual reality (VR)
- Augmented reality (AR)
- Chatbots
- Internet of Things (IoT)
- Artificial intelligence (AI)
- Biometrics (facial recognition technology, etc)
The hospitality industry may not be prepared yet for these emerging technologies, but when looking ahead it's best to be in tune with the latest trends for future considerations.
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What are the benefits of technology in the hospitality industry?
Technology can bring a number of benefits to businesses in the hospitality industry, including:
- Increased efficiency and productivity
- Improved customer service
- Greater insight into business operations
- Enhanced marketing and promotional activities
- Reduced costs
- More guests
- Reduced energy consumption and energy costs
- More efficient revenue management
There is a multitude of benefits for the hospitality industry to embrace advancing technologies. When hospitality industry companies can manage both the expectations of key stakeholders and industry customers, everyone wins.
What are the challenges of technology in the hospitality industry?
While technology can bring many benefits to businesses in the hospitality industry, there are also some challenges that need to be considered, including:
- Ensuring data security and privacy
- Managing complex systems and software
- Keeping up with rapidly changing technology
- Addressing staff fears and resistance to change
- Training employees on how to use new technology
Technology can present some challenges for businesses in the hospitality industry, however, it is clear that the benefits far outweigh the challenges.
Technology can help businesses in the hospitality industry to improve their operations, increase their sales, and provide a better experience for their customers.
Technology for Hospitality Industry Moving Forward
Hotel technology of the future is moving in a way to best serve customers. Whether that's better understanding and responding to intent, to artificial intelligence and virtual reality.
With the recent advancements of technology, it is not hard to see where these technologies could go in the next few years.
What does this mean for businesses in the hospitality industry?
This means that businesses need to start preparing for these changes now. They need to be investing in these technologies and training their staff on how to use them. This way they can stay ahead of the curve and provide the best possible experience for their customers.
Technology is changing rapidly, and businesses in the hospitality industry need to change with it.
Driving revenue in the hospitality industry can be a daunting task, but it's not impossible. These are just a few of the many ways you can drive more hospitality revenue. With a little creativity and the right partners, your hospitality brand can rise above the challenges while also providing an unparalleled guest experience!
Influencer Marketing Can Boost Your Hospitality Business – How to Do It Effectively
What do you think of when you hear the term “influencer?” What about a “travel influencer?”
There’s a lot of fuss surrounding this new career, as well as the worth of influencer marketing for hotels and the tourism industry. The question is, should your hotel be working with influencers – or is this just a passing advertising trend that doesn’t hold real value?
Content or Paid: Which is a Better Hotel Marketing Strategy?
When you’re evaluating your hotel marketing strategy and budgets, you’re likely facing a big decision: do you dedicate more funds to content creation or paid ads? Is there a right or wrong decision? Which serves hospitality businesses better?
Unfortunately, there’s not an easy answer to any of those questions. Deciding where to allot money for marketing is a personal decision based on your hotel brand identity and needs.
Although we can’t give you a black and white response, we can help you understand more about each type of marketing. Let’s talk about the differences between content marketing and paid advertising, then dive deeper into each one.
Hopefully, this piece will help you understand what your hospitality business truly needs more - and where your spending should go when it comes to digital marketing for hotels. Read more
E-Commerce Isn’t Just a Luxury for B2B Hospitality Sales - Here’s Why
When you hear the word “e-commerce,” you likely think of online retail sites, right? Stores like Amazon, who offer products of all kinds with exemplary delivery services?
Stop right there - if you’re in the hospitality industry, and you’re still thinking of e-commerce solely in these terms, think again. E-commerce can work wonders for B2B hospitality.
Whether you’re a restaurant, hotel, or tourist attraction, your website must have e-commerce capabilities, especially for group bookings and business offerings. That’s why, as a B2B hotel or company, it’s time for you to start viewing e-commerce marketing tactics as essentials.
The manner in which people book group travel and business events has changed dramatically. Roughly 68 percent of the B2B buying cycle is completely anonymous - before you have the chance to speak to the prospect. With more and more hotel marketing being done online, it’s time to learn to drive direct bookings to your website.
In this article, we’ll dive into why e-commerce is not just a luxury for businesses like yours. At the same time, we’ll provide you with some guidance for taking your B2B hotel marketing ideas to the next level.