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Author

Doug Kennedy

President of the Kennedy Training Network

Doug Kennedy

Doug Kennedy is President of the Kennedy Training Network, Inc. a leading provider of hotel sales, guest service, reservations, and front desk training programs and telephone mystery shopping services for the lodging and hospitality industry. Doug continues to be a fixture on the industry’s conference circuit for hotel companies, brands and associations, as he been for over two decades. Since 1996, Doug’s monthly training articles have been published worldwide, making him one of the most widely read hospitality industry authorities. Visit KTN at www.kennedytrainingnetwork.com or email him directly [email protected]. Doug is the author of “So You REALLY Like Working With People? - Five Principles for Hospitality Excellence.”

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Insights by Doug Kennedy (200)

Hotel Sales For Today’s Remote Buyers Requires More Than “Funnels,” “Wow,” and FAB Phrases

Although the pace of change has accelerated during the pandemic era, the hotel sales habitat has been evolving rapidly for years. Yet when our KTN team conducts group sales shops and our sales "lead flow" audits, we find that most - but not all - hotel salespeople are stuck in the early 2010s.

How Hotel Salespeople Are Using Tech To Put People Back In The Sales Process

In recent years, sales conversations between buyers and suppliers have moved to digital formats such as email and in-app platform messaging in CVENT, The Knot, and CVB apps. Too many salespeople mistakenly believe two urban legends: that planners exclusively prefer digital communications, and that the most important factor is simply being the first to respond.

The Spirit of Hospitality Is Nurtured By Gratitude

As we count down the final days and prepare to turn the calendar to a new year, so many of us are tempted to think "good riddance to 2020." When I read posts and view memes on social media, it seems that most of us cannot wait to put this year behind us.

Hotel Sales Training Insights From A Professional Third-Party Meeting Planner

As a hotel sales trainer, I often rely on conversations with top-producing sales leaders when designing the latest "best habits" for hotel sales success for our newest KTN workshops and webinars.

Four Quick Training Tips For Hotel Sales Prospecting Success

Now that 2020 is winding down and the preliminary vaccine results are favorable, it is time for hotel salespeople to recommit to put on their orange vests and embrace their role as sales hunters. In previous articles for this publication I have spoken about the transition from Sales Fishing to Sales Hunting, the Habitudes of Sales Success, and how salespeople can master their Remote Sales Skills.
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