The most successful hotels and hotel sales managers offer value long before they connect with a prospect. From now on, consider yourself not a salesperson but a knowledgeable, trusted advisor. By playing this role from the beginning, you not only set yourself up for sustainable and profitable relationships with corporate event planners but also eschew the traditional seller-buyer dynamic that other hotels engage in.
From frigid rooftop site tours, to his pick for coolest up-and-coming meeting destination: Meeting Advisory Division Director Chris Merritt offers his insight into site selection with some amusing stories along the way.
Following the announcement by Marriott International that they will cut intermediary commissions on meetings by 3 percent, there has been a big rumble throughout the meetings and events industry. Now is the time to reflect on what brought Marriott to this business decision and make changes to how we operate in order to improve a broken group sales process. We might find that in the end these changes to our industry are a good thing for all involved, intermediaries included.