Hotel Sales Playbook

What role does your local Convention & Visitors Bureau (CVB) play in driving hotel revenue? In this episode of The Hotel Sales Playbook, I draw on five years of CVB experience to explain how CVBs operate, attract business, and support hotel performance. Learn how they generate demand through meetings, conventions, sporting events, tour and travel, leisure marketing, and special events—and why they...

How hotel sales leaders, GMs, and owners can use AI to better understand STR data, uncover hidden demand, and create stronger revenue conversations.

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 portal...

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 c...

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...

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:...

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...

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 l...

Episode 4: Capture Revenue in 30 Days How 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 str...

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 experien...

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 po...