Social Hospitality

OCTOBER 17, 2023

In the ever-evolving landscape of B2B marketing, the pursuit of qualified leads remains a paramount challenge for businesses. Success in the B2B space now hinges on adapting to the changing dynamics of digital marketing. The Changing Landscape of B2B Marketing Historically, traditional marketing methods held sway in the B2B arena.

B2B 32

B2B Digital Marketing Market Marketing 32

Anthony Iannarino

JANUARY 31, 2020

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote about salespeople who struggle because they try to leverage things like their company’s history, and their leadership team, to create a competitive advantage in B2B sales. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

B2B 69

B2B Sales Closing Business 69

Anthony Iannarino

AUGUST 11, 2020

One of the most significant changes in sales is the meaning of the word “closing.” In the past, sales leaders would suggest that they wanted to hire people who could close deals, asking the prospective client to buy, and getting ink on a contract. This is not only incorrect but also something detrimental to winning big deals.

Closing 122

Closing Sales Sales Process B2B 122

Anthony Iannarino

SEPTEMBER 13, 2020

Here is a list of nine talk tracks you need to develop to succeed in B2B sales. There is no end of people who suggest that selling isn’t about “closing.” Those who suggest closing don’t matter are incorrect in all other cases, and you should ignore them. Acquiring a Meeting. Asking for the Business.

B2B 82

B2B Sales Closing Events 82

Anthony Iannarino

MARCH 9, 2020

The idea is that by eliminating prospecting from the top salesperson’s duties, they can focus all their time on “closing” deals. As many issues stem from an unwillingness to require professional B2B salespeople to prospect. Like a lot of ideas, it sounds good but comes with unintended consequences. Without Accountability.

B2B 103

B2B Sales Sales Process Intent 103

STAAH

APRIL 3, 2024

Convergent International One of China’s leading B2B platforms for overseas hotels with strong direct contracting ability. Tripjack Tripjack is one of India’s foremost B2B travel portals. Click here to find out more about Hotelsinone Irish B2B partner working with CUGs (closed user groups).

B2B 87

B2B OTA Upsell Closing 87

Anthony Iannarino

APRIL 27, 2020

Here is a guide to negotiating effectively in B2B sales. What puts you in an inferior position in a negotiation in B2B sales is an inability to walk away from a bad deal. When you allow your client to underinvest in the results they need by closing out your competitor, choosing a lower price means higher costs. Let me explain.

B2B 94

B2B Sales Management Closing 94

Anthony Iannarino

SEPTEMBER 12, 2020

With that in mind, here is a list of nine talk tracks you need to develop to succeed in B2B sales. Dozens of sales “experts” insist that selling isn’t about “closing.” For a complete framework and guide to acquiring these commitments, see The Lost Art of Closing: Winning the 10 Commitments That Drive Sales.

B2B 61

B2B Sales Closing Business 61

Hotel Business

FEBRUARY 9, 2024

After completing his contract as CEO, Kern will continue to serve as the company’s vice chairman and member of the board of directors, working closely with Gorin to ensure a smooth transition. In that role, she led the company’s global supply partner group, advertising business and B2B partner network.

B2B 69

B2B Closing Business Revenue 69

Anthony Iannarino

JULY 13, 2020

(See The Lost Art of Closing: Winning the 10 Commitments That Drive Sales ). The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Acquiring Additional Stakeholders: One of the major changes in consultative selling and B2B sales is the need to help the client build consensus.

B2B 80

B2B Sales Sales Process Closing 80

Hotel Management

MARCH 10, 2024

Located within Woolooware Bay Town Centre – a precinct that includes a shopping centre, waterfront parklands, a shared pedestrian/cycle path, outdoor fitness zones and children’s playground – Quest Woolooware Bay is close to the ocean, golf courses and PointsBet Stadium.

Shopping 279

Shopping General Manager B2B Retail 279

Anthony Cole Training

AUGUST 2, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). 8 Steps for More Effective Closing - Sales Solution #10. Close more business. When we are working with sales professionals during our sales training workshops, closing is one of the last things we get to. Tonys Top Ten. Sales Core Competencies I.

Closing 174

Closing Sales Hiring Sales Process 174

STAAH

MAY 8, 2023

Travepic, a dedicated B2B online travel agency has announced a partnership with STAAH, a global leader in hospitality technology. A niche B2B portal, Travepic is go-to source for all the business travel needs. Founded in India, Travepic has more than 20,000 listed properties, close to 100 Corporate and more than 1000 travel agents.

Business 98

Business Travel B2B Accommodation 98

Anthony Iannarino

FEBRUARY 20, 2020

I wrote a book on how to close complex B2B sales titled The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. Opening is the new closing, which is to say, you will never close a deal you don’t first open. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

B2B 125

B2B Closing Sales Events 125

Anthony Iannarino

MARCH 1, 2020

Never Be Closing : Terrible thinking or an awful framing of an idea. The idea here is that if “always be closing” caused salespeople to have badly, then “ never be closing ” must be a better idea. B2B Buyers Have all the Power : The buyer has always had the power to choose whom they buy from and whom they want as a partner.

B2B 117

B2B Sales Closing Market 117

Anthony Iannarino

FEBRUARY 23, 2020

Modern, professional B2B salespeople have as much in common with Blake from Glengarry Glen Ross as modern marketers have with get-rich-quick internet marketers. The modern, B2B salesperson engaged in consultative sales shares a valuable view of their client’s world. No more pushy sales tactics.

B2B 101

B2B Sales Hiring Closing 101

Hotel Speak

DECEMBER 20, 2023

This connection will allow Cloudbeds customers access to multiple closed users groups – the Hopper app users, who are primarily Gen Z and Millennials, and bank travel portal users via HTS, the company’s B2B initiative.”

Accommodation 53

Accommodation B2B Travel Hospitality Management 53

Anthony Iannarino

JUNE 22, 2019

In the Lost Art of Closing: Winning the 10 Commitments That Drive Sales , I outlined the ten commitments most prospects seem to make in a B2B sale (even though this framework is visible in B2C sales, even if it takes fewer meetings and fewer stakeholders). Always Be Closing. No more pushy sales tactics. Essential Reading!

Closing 110

Closing Sales B2B Sales Process 110

Anthony Iannarino

FEBRUARY 27, 2020

No Value Creation: Of all the things that would improve your prospecting approach, there is nothing more powerful than the value you offer in trade for a meeting ( watch this YouTube video on the Trading Value rule from The Lost Art of Closing ). The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Sales Tools 93

Sales Tools Sales B2B Closing 93

Anthony Iannarino

JANUARY 24, 2020

Here is what you need to prospect effectively in B2B sales. You can find more about Trading Value in The Lost Art of Closing: Winning the 10 Commitments That Drive Sales. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Start Your Prospecting with a Plan.

B2B 113

B2B Sales Closing Services 113

Anthony Iannarino

MAY 20, 2019

At the end of the process, the meeting to talk things over with their team is a strong indication your dream client and her team still has unresolved concerns (see The Lost Art of Closing: Winning the 10 Commitments That Drive Sales ). The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Closing 87

Closing Sales Process Sales B2B 87

Anthony Iannarino

JUNE 19, 2019

Another factor that one could easily perceive as “slimy” is the speed at which the sales conversations (plural, and especially plural in the case of most complex, B2B sales). The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Pursue Persistent Patience. No more pushy sales tactics.

B2B 107

B2B Sales Closing Intent 107

Anthony Iannarino

JULY 8, 2019

There is also a drive to achieve consensus before making significant changes, as well as a willingness to live with the status quo, the two of which may be more closely linked than we recognize. B2B Sales is a Game of Consensus-Building. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Sales Process 99

Sales Process Closing Sales B2B 99

A Sales Guy

MARCH 3, 2014

Do you have or remember the bell or gong that would be rung in the office after someone closed a deal? Do you remember the feeling of accomplishment and excitement when the bell was being rung for you, announcing your most recent closed deal? The virtual gong does this brilliantly. Simple describes the virtual gong.

Sales Tools 115

Sales Tools Closing B2B Sales 115

A Sales Guy

APRIL 16, 2013

In sales, knowing if they will close AND when are what we’re paid for. Pipeline B2B Sales b2b sales advice b2b sales forecasting b2b sales insights forecasing Forecasting Sales Forecasting Sales Management' Just because your customer “wants” something doesn’t mean they are ready to buy it.

Forecasting 118

Forecasting B2B Sales Sales Process 118

Hotel Speak

MARCH 8, 2024

Managing Contracted Business and Optimizing Business Mix Loh explains that it will be vital for commercial heads to identify and close opportunities between their transient FIT segment and their managed segments. room type consumption, club access privileges) and wholesalers (dynamic discount level in accordance to production).

Revenue Management 88

Revenue Management Revenue Digital Marketing Hotels 88

Hotel Speak

APRIL 4, 2023

The leading hospitality and travel technologies platform and B2B market network HotelRunner has been awarded the Preferred Connectivity Partner status by Expedia Group for achieving remarkable results on various performance metrics. We will further enhance our services, to ensure sustainable growth for our properties.”

B2B 52

B2B Accommodation Travel Services 52

Anthony Iannarino

MAY 5, 2020

We train salespeople so they can better understand the game, slowing it down for them by showing them the separate conversations by providing them with an understanding of the general pattern of the sales conversation, call it the B2B sales process. Increasing B2B Sales Competencies. 21st Century B2B Competencies.

B2B 108

B2B Sales Sales Process Business 108

Anthony Iannarino

JULY 14, 2020

There are very few who would argue that B2B sales hasn’t undergone a radical change, especially when it comes to consultative selling , where two of the primary variables to success is providing the context that would help a prospective client see something invisible to them and the advice as to what they should do to produce better results.

Sales 115

Sales B2B Closing Sales Process 115

Lure Agency

AUGUST 5, 2022

It’s no secret that there are a lot of misconceptions about hospitality B2B marketing. Let’s Get Real About B2B Hospitality Marketing First things first, what is B2B hospitality marketing? ” So what are some of the biggest challenges in B2B hospitality marketing? .”

B2B 52

B2B Market Marketing Hospitality 52

Anthony Iannarino

APRIL 21, 2019

Many believe that a complex B2B sales should take as few as two hours and a series of emails, and why wouldn’t they when their prospective clients give them so little of their time? (If The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Get my 2nd book: The Lost Art of Closing. "In

Closing 84

Closing Sales Sales Process B2B 84

Anthony Iannarino

APRIL 17, 2019

For more on controlling the process, see The Lost Art of Closing: Winning the 10 Commitments That Drive Sales ). The Lost Art of Closing shows you how to proactively lead your customer and close your sales. If you want a plan to get more done in less time, check out the B2B Sales Toolkit , also known as the Outcomes Planner).

Sales 94

Sales Closing Sales Process B2B 94

Lure Agency

APRIL 10, 2023

You’re putting your needs to close the deal before their needs to solve a problem. B2B prospects don’t buy that way. Andy Haynes, Vice President, Strategic Growth, iDEAL Hospitality Partners One reason it is hard to sell hospitality is probably that you’re not being hospitable yourself.

Hospitality 59

Hospitality B2B Sales Services 59

Boutique Hotel News

FEBRUARY 2, 2023

It is hosted by International Hospitality Media (IHM), the publisher of four B2B hospitality and real estate media brands: Boutique Hotel News, Serviced Apartment News , ShortTermRentalz and Urban Living News. A closing presentation from Sean Worker at T5 Strategies shared some inspiring examples of sustainable innovation in real estate.

Events 52

Events Real Estate B2B Scale 52

Anthony Iannarino

FEBRUARY 8, 2020

In bigger B2B deals, where you are going to need to build consensus ( some of the rules for which you find here ), just getting in the building can be a good start. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. It’s a useful and practical approach.

B2B 125

B2B Sales Closing Events 125

Anthony Iannarino

FEBRUARY 28, 2020

The best way to succeed in B2B sales is to develop yourself personally and professionally and do the work with a consistency that borders on obsession. The primary contact calls you to tell you they made a mistake, that you were a very close second, and to ask you to help them turn things around. Here is how you get lucky in sales.

Sales 97

Sales B2B Pipeline Hiring 97

Anthony Iannarino

JUNE 20, 2019

Another factor that one could easily perceive as “slimy” is the speed at which the sales conversations (plural, and especially plural in the case of most complex, B2B sales). The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Pursue Persistent Patience. No more pushy sales tactics.

Sales 110

Sales B2B Closing Intent 110