3 Ways to Boost Your Group Business Through Planning

  Self-help expert Alan Lakein famously said, “Failing to plan is planning to fail.” This is especially true for hotels when failing to plan could mean thousands of valuable group business dollars left on the table each year. In fact, hoteliers sourced $8 billion in group business through Cvent’s...read more

Don’t Wait for the Request: Win More Group Business with Cvent’s RFP Showcase

In today’s traditional sourcing landscape, there is an element of “don’t call us we’ll call you” experienced by venues and hotels. This sense of futility is mostly owed to the fact that, as a supplier, you can’t submit proposals that were not requested from you. It’s like being absent the day...read more

5 Ways Sales Managers Ruin Potential Group & Wedding Business

  As a marketing strategist, I’ve always been on the sales side of group business and a part of a sales team. I recently grabbed a seat on the other side of the table when I started planning my wedding. In the course of two months, I’ve looked heavily at two domestic wedding destinations. Both...read more

Pros & Cons of Piggy-Backing Events at Your Hotel

We emerged from the recession and a period of slow growth as a stronger industry, resourcefully trimming costs and still accomplishing the delivery of fantastic meetings. One of the ways that organizations facilitate the continuation of booking group meetings is to work within a budget. ...read more

How to Win Millennials Travelers Back from Airbnb

In just a few short years, Airbnb, VRBO and other homeshare services have become serious contenders in the competition for hospitality dollars--- game changers in a game where they get to play by their own rules. What started out as a lower cost alternative to traditional hospitality options has...read more

Why Online Reviews Determine Your Hotel Group Sales Success

By now, you’re well aware of how your guest reviews impact your leisure business. So, it shouldn’t be too much of a startling surprise to find out that those same reviews can also impact whether or not planners book business with you, too. With so much competition in marketing for group travel,...read more

How to Build Relationships with Planners in a World of eRFPs

In today’s world of digital everything – from emails, to Web conferencing, to online purchases - adding a personal touch with every faceless interaction will pay off in spades. Meeting planners have lines and lines of hotel sales people just like yourself rallying for their business. So, grabbing a...read more

The ABCs of Booking Incentive Travel Groups & Capturing Revenue

Per the Incentive Federation's report, U.S. Business Use of Incentive Travel Awards white paper, 46% of businesses use incentive travel as an award. Incentive travel is a 22.5 billion dollar market annually. Are you marketing a hotel that captures a piece of the incentive travel pie and adding...read more

Be a Hero to The Non-Traditional Planner By Sharing These Event Tech Tools

Event technology is changing the way your clients are holding meetings. Startups addressing all aspects of an event are improving the attendee experience, making things smoother for planners, and reaping meetings with more profits overall.  Plus, knowing what meeting planners are loving right now...read more

The 3 Keys to Ensure Your Hotel is on Page One in Every Planner Search

"What a beautiful website!" "The better to capture you my dear." Or is it? Your hotel invested a lot of resources putting together a web package that is, you believe, award worthy, right? Web content that is rich and robust. Plenty of gorgeous images, organized content, a meetings page for planners,...read more

The Culture of Inclusion Part 2: 3 Keys to an Open-Arms Culture That Raises Revenue

  Travel in the U.S. is on the rise according to a July 2015 press release from the Global Business Travel Association with growth expected to be up 4.9% in 2015 and up 5.4% in 2016. Travel, particularly group travel, is more competitive than ever and the hotel that addresses the need to...read more

5 Killer Skills That Overcome Objections and Book Group Sales!

Your well-presented proposal won you an opportunity to come face-to-face with the meeting planner of a Fortune 500 company who is going to book a 2,000 person meeting. You have the rooms for the dates requested, and you outlined the meeting space available and met the group's requests for...read more

Favorite Local and Authentic Meeting Experiences to Inspire You

With meeting planners and business travelers increasingly seeking fewer traditional tourist activities and more authentic local experiences, hotels and venues have been combing their destination for immersive local encounters to enhance their group products just to remain relevant. To get hotel...read more

2015's Best Local & Authentic Meeting Experiences to Offer Planners

In just a few short years, we’ve witnessed a significant shift in the way meeting spaces and group experiences are being created, marketed, and sold. Event attendees are increasingly seeking more local and more authentic experiences, and less ‘touristy’ itineraries, as part of their conference...read more

The Fine Art of Creating an Art Hotel

When Denver's eagerly anticipated ART Hotel opened in June in the Mile High City, it joined the ranks of prestigious establishments where the use of world-class artwork is not a decorative afterthought but a meaningful part of the entire guest experience. In fact for some, it is the experience. ...read more

A Director of Sales & CMP Shares Her Top Tips for Group Sales

The late Stephen Covey, author of "7 Habits of Highly Successful People" and business guru said, "The key is not to prioritize what is on your schedule but to schedule your priorities." How many times are you caught up as a director of sales in putting out the fires instead of heating up sales? What...read more

A Lesson in Spunky & Personality-Packed Hotel Sales from Belmond Charleston Place

It must be pretty tiresome for meeting planners to receive marketing message after marketing message from hotels across the nation, all vying for a click, a glance, or reason to pick their hotel over the hotels. As a hospitality marketer and as a hospitality blogger, I’m constantly keeping close...read more

What It Really Means To Build Relationships With Meeting Planners

Salespeople sometimes unfairly get a bad rap. They’re perceived as sleazy, aggressive, spammy and willing to make promises that can’t be delivered to close the deal.  And, for hotel salespeople especially, they have another challenge to contend with – the staggering amount of competition also vying...read more

Venue Sourcing by Meeting Planners of Different Generations

Forget about one-size-fits-all sales and marketing to meeting planners. Today’s generations--baby boomers, Gen X, Gen Y (aka millennials)--have different values, different desires, and different irritations that all play a role in their sourcing and buying decisions. Knowing the preferences unique...read more

Redefining Experiences That Lead to Family Group Sales

It's All About the Experience My favorite summation of what it means to be a meeting planner is coming to fruition in 2015, as more people are beginning to demand adventurous experiences. Benchmark Resorts and Hotels, a division of Benchmark Hospitality International, published Top Meeting Trends...read more
10 Ways to Win More Group Business
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