Hotel Sales Playbook

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.

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 successWhether 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 🤍

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 performanceIf 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.

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.

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 conversationsJanelle 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.

What drives hotel revenue performance? It’s not just market conditions — it’s alignment between the General Manager and the Sales Manager.In this episode of the Hotel Sales Playbook podcast, Janelle Fae breaks down how strong GM and Sales partnerships directly impact forecasting accuracy, commercial strategy, and overall hotel revenue growth.You’ll learn:• How to improve hotel revenue alignment between GM and Sales• Why psychological safety impacts forecast transparency• A weekly revenue meeting structure for hotels• How to handle soft months without blame culture• The difference between reactive sales management and strategic revenue leadershipIf you’re a hotel owner, general manager, director of sales, or aspiring hotel sales leader, this episode provides practical strategies you can apply immediately to improve performance and strengthen commercial leadership inside your property.Visit hotelsalesplaybook.com for additional resources and upcoming tools designed for revenue-focused hospitality professionals.

If you’re the only sales leader in your hotel — whether as a sales manager or a general manager wearing the sales hat — this episode walks through practical hotel sales strategies you can implement immediately.In limited-service and select-service hotels, revenue does not move unless someone drives it. This episode focuses on foundational sales actions that increase hotel visibility, strengthen local partnerships, and support occupancy growth.You’ll learn how to:• Engage your local Convention & Visitors Bureau for referrals• Plan a quarterly business development blitz• Execute a focused phone outreach day• Improve your hotel’s online presence and OTA listings• Complete a practical SWOT analysis to guide revenue decisionsThese are realistic hotel sales tactics designed for properties without a large sales team.If you are responsible for driving hotel revenue and increasing occupancy, this episode gives you direction you can act on immediately.For a deeper tactical breakdown and additional strategies, join the Hotel Sales Playbook Patreon community.More resources at hotelsalesplaybook.com.

Episode 4: Capture Revenue in 30 DaysHow can hotel sales leaders drive revenue quickly without discounting or reinventing their entire strategy?In this episode of the Hotel Sales Playbook podcast, Janelle Fae shares practical hotel sales strategies that can help owners, general managers, and sales managers capture revenue within the next 30 days.This episode covers:• Short-term group sales strategies, including overflow blocks, sports teams, and HotelPlanner opportunities• How to generate hotel revenue through local partnerships and community demand drivers• Reactivating dormant corporate accounts and past group clients• Simple execution tactics that increase occupancy and strengthen rate integrityIf you are responsible for hotel revenue, group sales, business development, or hospitality leadership, this episode delivers actionable insights you can apply immediately.Revenue growth does not require reinvention. It requires clarity, focus, and consistent follow-through.Listen now and start activating near-term revenue opportunities in your hotel.

In this episode, I talk about what it really means to pursue a hotel sales manager role. From deciding what you want to do, creating a plan, and following through, to understanding the realities of the job once you are in it.I share lessons from my own sales management journey, including why being all hands on deck and a strong team player is essential, and how growth often comes through experience rather than perfection.This episode is for aspiring and early career hotel sales managers who want clarity, perspective, and encouragement as they build their path forward.

Welcome to Hotel Sales Playbook—a podcast for aspiring and on-property hotel sales managers who want clarity, confidence, and real-world sales strategy.In this short welcome episode, I’m sharing why Hotel Sales Playbook exists, who it’s for, and what you can expect from future episodes. Hotel sales is often misunderstood, and too many professionals are asked to figure it out on their own. This podcast is here to change that.You’ll hear:​Who this podcast is designed for​Why hotel sales feels unclear early in the role​What kind of skills and playbooks we’ll focus on​How this podcast can support your growth and career pathWhether you’re exploring a future in hotel sales or currently on property and ready to level up, you’re in the right place.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.🎧 New episodes will cover hotel sales fundamentals, real-world revenue strategy, and career coaching for every stage of the role.Subscribe and join me as we break down hotel sales—clearly and practically.