Hotel Sales Playbook

Hotel Sales Playbook

Hotel Sales Playbook is a podcast for aspiring and on-property hotel sales managers who want clear, practical, real-world sales strategy. Each episode breaks down what the hotel sales role really looks like, with career coaching and revenue-focused playbooks you can actually use. It is also designed for select-service general managers without an on-property sales manager who want simple, proven ways to drive revenue and build smarter sales habits.

  1. 4d ago

    Building Stronger Hotel-CVB Partnerships | A Conversation with Sara Clausen

    How can hotels build stronger relationships with their local Convention & Visitors Bureau? And why does it matter? In this first interview episode of The Hotel Sales Playbook, I’m joined by Sara Clausen, Director of Sales at Experience Rochester, Minnesota, for a conversation about one of the most valuable partnerships in hotel sales. Together, we discuss how hotels and CVBs work together to attract meetings, conventions, sporting events, and group business, while creating stronger destinations and more opportunities for everyone. In this episode, you’ll learn: • Why relationships with your local CVB matter • How hotel sales leaders can become stronger destination partners • What CVB sales professionals look for when working with hotels • Ways to stay engaged and top of mind throughout the year • Practical ideas you can implement immediately to strengthen your local partnerships Whether you’re a hotel owner, general manager, director of sales, or someone building a career in hospitality, this conversation offers actionable insights to help you better leverage one of your community’s greatest resources. If you enjoyed today’s episode, please subscribe, leave a review, and share it with someone else in hospitality. To learn more and access additional resources, visit HotelSalesPlaybook.com. Follow The Hotel Sales Playbook on Instagram, LinkedIn, and TikTok for more hotel sales strategies, leadership insights, and behind-the-scenes content.

  2. Jun 21

    How Convention & Visitors Bureaus Drive Hotel Revenue | CVB 101 for Hotel Leaders

    What role does your local Convention & Visitors Bureau (CVB) play in driving hotel revenue? In this episode of The Hotel Sales Playbook, I draw on five years of CVB experience to explain how CVBs operate, attract business, and support hotel performance. Learn how they generate demand through meetings, conventions, sporting events, tour and travel, leisure marketing, and special events—and why they can be one of a hotel’s most valuable partners. We’ll also cover how leads are distributed, what happens before a lead reaches your inbox, and how stronger hotel-CVB partnerships create more opportunities for both hotels and destinations. Whether you’re a sales manager, director of sales, general manager, revenue leader, or owner, this episode will help you better understand how CVBs contribute to destination success and revenue growth. In this episode: • What a CVB does and how it differs from hotel sales
• How CVBs are funded
• Where CVB business comes from
• How lead distribution works
• Why some hotels receive more opportunities than others
• The importance of need dates and communication
• How to become a stronger CVB partner
• Advanced strategies for experienced hotel sales leaders If you want to get more value from your relationship with your local CVB, this episode is for you.

  3. May 19

    Using AI With the STR Report to Find Revenue Opportunities

    How hotel sales leaders, GMs, and owners can use AI to better understand STR data, uncover hidden demand, and create stronger revenue conversations.

  4. Apr 19

    Tour & Travel in Hotel Sales: Building Consistent, Repeatable Revenue

    Tour and travel can be one of the most dependable segments in hotel sales when handled well. In this episode, we cover pricing, FIT business, operator relationships, repeat business, and how to turn need dates into revenue.

  5. Apr 3

    Growing Corporate Accounts: From Access to Consistent Room Nights

    Corporate accounts create meaningful opportunity, and when approached with the right strategy, they can become a consistent and valuable source of business. In this episode, Janelle walks through how to grow both national and local corporate accounts into steady room night production. You’ll learn how business travel actually books (including a simple breakdown of the GDS and company travel portals), how to partner effectively with global sales teams, and how to build strong, repeatable business at the property level. This episode also covers: • The difference between national and local negotiated accounts • How corporate travelers make booking decisions • Practical, on-property ways to create loyalty and repeat stays • How to use data and AI to uncover opportunity and grow share • How to stay aligned with global partners to support long-term success Whether you’re new to hotel sales or looking to refine your approach, this episode provides clear, real-world strategies you can put into practice right away. And a special thank you to Ana, who inspired this episode with her question around business travel in the IT segment 🤍

  6. Mar 22

    Sales and Revenue Management: The Alignment That Drives Hotel Performance

    In this episode of Hotel Sales Playbook, we break down one of the most important partnerships inside any hotel — the relationship between sales and revenue management. Sales creates demand. Revenue management optimizes it. But when these two functions are not aligned, opportunities are missed, pricing becomes reactive, and overall performance suffers. In this conversation, we walk through: • The core responsibilities of sales and revenue management • Where misalignment typically shows up • Real-world scenarios like group pricing and last-room decisions • Practical habits that create alignment • How leadership sets the tone for revenue performance If you’re a hotel sales manager, general manager, or revenue leader, this episode will help you think more strategically about how these roles work together to drive results.

  7. Mar 13

    What Hotels Do When They Can’t Hire a Full-Time Sales Director

    Fractional hotel sales is often discussed, but rarely explained clearly. In this episode of the Hotel Sales Playbook podcast, Janelle breaks down what fractional sales really looks like for economy, limited service, and select service hotels—based on her real-world experience as a fractional hotel sales professional. This foundational conversation explores how the fractional sales model works, why it has become a smart solution for many hotels, and what general managers and owners should realistically expect. Janelle also shares what the role looks like from the sales professional’s perspective, including the benefits, challenges, and the importance of boundaries, communication, and fit. Whether you’re a hotel owner, general manager, sales leader, or someone considering a career path in hotel sales, this episode offers practical insight, honest perspective, and clarity around a role that is often misunderstood. More conversations, tools, and resources are coming soon. Join the community at hotelsalesplaybook.com.

  8. Mar 9

    10 Real Ways Hotel General Managers and Sales Leaders Can Use AI to Save Time and Drive Revenue

    Artificial intelligence is already reshaping how hotel leaders manage their time, prepare for meetings, and strengthen sales strategy. In this episode of Hotel Sales Playbook, Janelle walks through 10 real-world ways hotel General Managers and Sales Managers can use AI to work smarter and lead more effectively. It’s about practical application. Inside the episode you’ll learn how AI can help with: • Preparing for forecast meetings • Strengthening sales proposals • Creating training plans for new sales managers • Generating discovery questions before sales calls • Building checklists and operational structure • Researching companies before prospecting • Improving internal sales conversations Janelle also shares important guardrails for responsible AI use in hospitality sales, including why AI should support your thinking — not replace it. If you are a hotel owner, GM, or sales leader looking for ways to simplify your workflow and strengthen your strategy, this episode will give you practical ideas you can apply immediately.

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About

Hotel Sales Playbook is a podcast for aspiring and on-property hotel sales managers who want clear, practical, real-world sales strategy. Each episode breaks down what the hotel sales role really looks like, with career coaching and revenue-focused playbooks you can actually use. It is also designed for select-service general managers without an on-property sales manager who want simple, proven ways to drive revenue and build smarter sales habits.

Information

  • Creator
    Hotel Sales Playbook
  • Years Active
    2026
  • Episodes
    13
  • Rating
    Clean
  • Copyright
    © Hotel Sales Playbook
  • Show Website
    Hotel Sales Playbook