Pro-Active Prospecting Is the Only Way Hotel Sales Staff Can Do Their Most Important Job: Fill in “Gap” Dates

Doug Kennedy | August 22, 2019

By Doug Kennedy In the current market, most hotels, resorts and other venues are experiencing a significant softening in group demand. However, this does not necessarily mean that hotel salespeople are fielding fewer inbound leads, but rather multiple leads are coming in for dates that are in peak demand for transient and for other group business. Here in the era of electronic RFP’s, where one piece of business generates a proposal request for 8, 10 or more properties, hotel salespeople are perhaps busier than ever simply keeping up with what often feels like “lead spam.” Unfortunately though, the time spent responding to electron...