A shift in control from hotels to the hands of consumers has taken place in the hospitality industry amid current economic conditions. The demand for increased value and incentives is hitting hospitality sales professionals hard. Those were among the issues discussed during the HSMAI University Webinar, ?The View From The Top: Trends in Sales Strategies in a Buyer?s Market,? moderated by HSMAI President & CEO Bob Gilbert.

Cindy Novotny, managing partner, Master Connections; Dave Nostrand, vice president of sales, eastern region, Marriott International; and Jack Schmidt, vice president and regional director of sales & marketing, Destination Hotels & Resorts, discussed current conditions sales professionals are facing and provided guidance to navigate market segments to secure a sale.

Schmidt noted ?sales professionals need to be incredibly responsive today, and learn to close a sale as quickly as possible? with competition amongst hotels high. Novotny emphasized the importance of education of sales professionals as ?many do not know how to sell in this type of marketplace.?

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