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

How a Milwaukee Hotel Turned a Boring Boardroom into a Modern Meeting Experience

This isn’t your grandfather’s executive boardroom. When it comes to marketing meeting venues, one Milwaukee hotel is using immersive technology as an alluring demand generator.   Targeting millennial attendees and tech-savvy business travelers, the historic Pfister Hotel's high-tech executive...read more

3 Things You Didn’t Know About Planners’ Sourcing Behaviors

Almost one third of hotel revenue comes from meetings and events, which means fulfilling group business quotas is a huge deal for hotels. Year after year, hoteliers must aggressively position themselves as preferred venues within their comp sets. So it makes sense that the biggest question hoteliers...read more

The Culture of Inclusion Part 1: 5 Ways Toward Diversity That Grows Your Group Business

Watching the movie Selma (a film about the 1965 march for freedom to vote for all U.S. citizens) took me on a journey back to a time when diversity was a word we rarely if ever used, and when we did, it had nothing to do with different cultures, ethnicities, and special needs. Fifty years...read more

3 Planner Sourcing Secrets From Cvent’s 2015 Planner Report

Almost one third of hotel revenue comes from meetings and events, which means fulfilling group business quotas is a huge deal for hotels. Year after year, hoteliers must aggressively position themselves as preferred venues within their comp sets. So it makes sense that the biggest question hoteliers...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

The 10 Hotel Marketing Basics You Must Have in Today's Market

With such a heavy focus on increasing group bookings at hotels, it’s no wonder that marketing often gets the short end of the stick throughout the hotel industry. It’s the same reason that you’ll see robust sales teams but skeleton marketing crews, or a director of sales and rarely a director of...read more

How to Use Mystery Shopping to Boost Group Sales

According to the American Express 2014 Global Customer Service Barometer, customer service directly affects repeat business! The survey revealed that 60% of consumers who originally wanted to purchase something changed their minds after receiving poor customer service. For 37% of consumers, one bad...read more

Disney Marketing Tactics for Hoteliers

  No other brand in the world can compare to the omnipotent marketing power of Disney. As both a visionary and innovator, the Walt Disney Company has defied the conventions of hospitality marketing, group business marketing, customer service, and brand loyalty. As an unabashed (and admittedly,...read more

3 Ways to Leverage Brand USA's Effort in 2015 to Book Group Rooms

Countries like France and Italy have long enjoyed traveler praise for their culinary prowess, but the United States also has a rich, cultural culinary history, and it is time to let the world know! Brand USA recently launched a marketing campaign to spread what we who live here know: that even...read more

6 Ways Your Meeting & Events Website Annoys Planners

Sometimes a sale simmers out even before it starts. If so, then blame it on your website. Perhaps the meeting planner was led to you by Cvent. Or, by another planner referral. Or, just through an organic online search. However they came to you, the possibility of capturing their event can be stopped...read more

The How & Why of Resort Fees: 3 Points to Consider

Resort Fees? As a planner the budget-eating, hard-to-wrap-my-mind-around mandatory surcharge called a resort fee was the bane of my existence... ...until ...I booked an executive group at a resort that provided a valid, well organized strategy for resort fees. The resort fee, $25 a day, covered...read more

The Art of Hotel Group Business - 3 Success Stories

One of the most exciting trends in hotel design is the inclusion of "open to the public" spaces and new uses for out of the way places. Higher-end hotels have begun to include public spaces like museums and aquariums into their hotel design. Inspired by the concept but challenged to use existing...read more

Drones: Coming Soon to a Hotel Near You - 5 Questions Answered

Just when you thought Back to the Future 3 was just a fantasy, the hover board cousin flies onto the scene in 2015! Most of us heard about mainstream drones for the first time when one flew onto the White House lawn (not a wise thing). This event piqued my curiosity, so I did a little research on...read more

Hotels Winning at Bleisure Marketing

  Mixing business with leisure while on the road is not a new concept for travelers attending meetings. What IS new is how the hospitality industry targets these travelers when marketing meeting venues and marketing hotels online. After all, what hotel wouldn’t want their guests to extend their...read more

Edge Out Competition By Onboarding Brand Ambassadors in 4 Steps

DID YOU KNOW?...Your employees are your front line brand ambassadors! Oh sure, you know that HR is handling new hire orientation for you. But are they really? HR takes the work photo, completes the paperwork, gives the obligatory tour and sets the new employee down with some good reading-the...read more

How Hotels Can Avoid Being Creepy or Insulting With Personalized Marketing

One of the biggest trends in hospitality marketing today? Personalization, which means tailoring your marketing interactions with guests or meeting planners based on their social media, online and app behavior; family and lifestyles, preferences, travel history and personal tastes. Travelers and...read more

Sales Video Tips for Your Group Business

With the high-stakes competition over increasing group hotel bookings and marketing a meeting venue,  you now have to be more creative and innovative as ever when it comes to grabbing and holding onto planners’ attention. One tool that a ton of hotels haven’t yet optimized is video. And, I’m not...read more

5 Ways Visual and Experiential Storytelling Inspires Hotel Shoppers

There is nothing quite as captivating as a good story - one that draws you in, makes your heart beat a little faster, and keeps you engaged. Your hotel outlets can tell the continuing tale of your hotel story, drawing in planners and group guests to make a lasting impression and bring them back...read more
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