Summary
It’s our year-end roundup for hotel sales and marketing — and we’re pouring out both the buzz and the brutal hangovers of 2025. I’m joined by Nicole Quessenberry (Noble House Hotels & Resorts), Celeste Berke Knisely (Sales on Tap / Gap Selling), and Susan Tucker (Lure Agency) to unpack what actually moved the needle this year: AI in prospecting, video that sparks real pipeline, predictive lead scoring, and story-driven outreach. We also get honest about ghosting, RFP addiction, LinkedIn lurkers, and leaders still stuck in “Blockbuster mode.” We wrap with one non-negotiable word each to level up 2026.

⏰ Timestamps / Key Segments

00:00 – Intro & Guest Lineup
Year-end roundup setup + intros to Nicole, Celeste, and Susan.

01:00 – Biggest Buzz: AI in Hotel Sales
Nicole on real-world AI tools (ZoomInfo, Google Gemini) and how sellers can use them today without heavy integrations.

03:00 – Visibility Shock: Sellers vs. AI Search
Celeste’s “deer in headlights” trainings showing sellers how invisible they look in AI and planner searches.

05:00 – Video That Actually Moves Revenue
Susan breaks down how getting clients on camera drove +185% impressions and +54% engagement year-over-year.

08:00 – Predictive Lead Scoring for Hotels
Cory walks through using digital breadcrumbs (page views, time on site, clicks) to prioritize high-intent leads and ditch random cold prospecting.

09:30 – Hangover #1: Spray-and-Pray Outreach
Celeste’s trade show inbox horror story and why feature-dumping emails are actively hurting your brand.

12:30 – Hangover #2: Ghosting on Active RFPs
Nicole on proposals going into a black hole, last-minute “we’re ready to sign” replies, and how to prioritize leads when communication disappears.

16:00 – Hangover #3: RFP Addiction & Zero Influence
Why blind RFPs are low-win, low-control and how sellers can build their own pipeline and personal brand to reduce RFP dependence.

18:00 – Hangover #4: AI Resistance & Blockbuster Energy
Susan on leaders refusing to adapt, the risk of becoming irrelevant, and why adaptability is now a core skill.

20:00 – When AI Eats Transactional Selling
Celeste forecasts AI-driven RFP responses, what happens to sellers who only “push paper,” and how roles will be forced to evolve.

23:00 – LinkedIn Lurkers & Lost Planner Conversations
Cory calls out hotel sellers hiding in the shadows while planners are actively building relationships and trust on LinkedIn every day.

25:30 – 2025 Wins: Video Replies & Human Touch
Nicole’s simple video follow-ups that instantly break ghosting and create more personal buyer connections.

28:00 – 30 Seconds of Insane Courage
Celeste’s mantra for posting more content: trying multiple formats (video, text, photos, long form, collabs) and showing the human side.

31:00 – Story-First Email That Actually Gets Clicks
Susan shares how shifting from “rate dates & space” blasts to story-driven touchpoints boosted click-through rates up to 38%.

35:00 – Direct Group Inquiries & RFP-Free Leads
Cory on the rise of non-professional planners, why long RFP forms are killing conversions, and how simple inquiry forms are winning 30–50% close rates.

37:00 – One Word for 2026: Clarity, Journey, Wow, Trust
Each guest picks a non-negotiable theme for leveling up:

Susan: Clarity

Celeste: Journey

Nicole: Wow

Cory: Trust

42:30 – Where to Find Nicole, Celeste & Susan
How to connect with each guest and follow their content.

44:00 – Sales on Tap Invite + Custom GPT Teaser
Open invitation to the Sales on Tap community, plus a sneak peek at a custom ChatGPT dropping for members on Thanksgiving.
___________________________________________

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#hotelmarketing #hotelsales #hospitalitysocialselling #hospitalityb2b #b2bmarketing #constantcontactpartner #Hoteltech #hospitalitytech

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