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 that two urban legends: that planners exclusively prefer digital communications, and that the most important factor is simply being the first to respond. On top of it all, the 10+ years of surging demand in the pre-pandemic era caused the sales culture at many hotels to devolve into an “order-taking paradigm” and set the stage for what I call the era of “silent selling.” On the […]
