Make your bookings profitable while group markets prospects remain upbeat. More>>

We all know that to be good in sales we have to place the right business in the right place at the right time at the right price. All this boils down to being good at negotiating with prospects. It really all goes back to the basics of knowing your product and how it meets the need of a prospect,...More>>

According to International Meetings Review, meeting planners are looking for more while wanting to pay less, so salespeople must be nimble and flexible. More>>

Hotels should take advantage this year of growing demand for meetings, higher rates for meetings and growing booking pace, according to research from Benchmark Hotels & Resorts. The U.S.-based hospitality management company identified its top ten meetings trends for 2013. More>>

Hotel Management attended a breakfast meeting earlier this week to learn about two new enhancements to Hyatt's meetings booking and billing software. More>>

As the 2013 contract rate negotiation season kicks off, there is a significant discrepancy between what hoteliers are expecting from corporate negotiated rates and what contract travel buyers are expecting to pay. More>>

The whole idea behind making a good sale is not in the talking, but in the asking. Just think a little about how people make a buy decision. Two things are considered: needs and value. Rather than spending a good deal of time telling all about the hotel’s attributes, what a salesperson needs to...More>>

Do we really know what sales people are supposed to do? It seems that if some hospitality employees have the word “sales” in their title, then they should be selling. If not selling, then what else is it they should be doing? More>>