sales or consulting?

Sales or Consulting?

Key Insights to Building Better Partnerships

As presented at DMAI’s Convention Sales Forum

We are the best first point of contact to help planners FIND the right fit for any size meeting.

Comprehensive View of the DestinationLocal ExpertiseExtensive In-Market RelationshipsFREE to you!

Educators and Facilitators for Planners and Community Stakeholders as:--Time Savers--Knowledge Providers--Connectors--Protectors

Be InquisitiveBe ConsultativeBe the Driver!

Our Promise

Our Value

Our Roles

Our Actions

2011-2012

2012-20132013---

Supported by

DMO Sales Professional’s Evolving Role…

3

opportunities

4

Order-takingNeutral

Passenger

Grooved Behavior

On AutopilotWhat happens when: the DMO Sales

Professional jumps directly into the destination sale?

Jumps Directly into Destination Sale…What Happens?

Relationship undefined Expectations not set Everyone works on

assumptions Planner’s DMO experiences

(destination to destination) not uncovered

DMO value proposition isn’t clarified/unified or reinforced continually

On AutopilotWhat happens when: the DMO sales

professional simply passes on the RFP exactly as presented?

Takes Lead at Face Value…What happens???

Consultative advice not offered Best match potentially not made Planners see no difference between DMO

and other channels Incomplete or inaccurate information

passed on RFP may not contain planner/meeting

intel needed DMO is not perceived as a superior lead

generator Business lost when a need/objection is

not uncovered and met

On AutopilotWhat happens when: a planner asks the DMO sales professional for their opinion

and they remain neutral?

Remains Neutral on GivingSpecific Advice and Recommendations

What happens?

No value add in involving DMO

RFP distributed to hotels that don’t match needs

Everyone wastes time Distrust or adversarial

relationships created No ability to connect planner

to other planners with similar meetings/successes

On AutopilotWhat happens when: the DMO sales

professional solely leaves it up the hotels to book your business

Leaves It Up to the Hotel(s) to Book the Business

What happens???

Lower conversion rates in the destination

Less loyalty by planner to destination

Less credibility/respect from the hotel community

AutopilotWhat happens when: the DMO sales

professional does not stay involved after the business in contracted

Destination Definite Business Falls off the Radar

What happens???

Loss of relationship with planner

Lack of destination loyalty for future meetings

No proactive problem solving Less respect and credibility with

hotel community No transfer of meeting intel

destination to destination Less industry loyalty

InquisitiveConsultative

Driver

We are the best first point of contact to help planners FIND the right fit for any size meeting.

Comprehensive View of the DestinationLocal ExpertiseExtensive In-Market RelationshipsFREE to you!

Educators and Facilitators for Planners and Community Stakeholders as:--Time Savers--Knowledge Providers--Connectors--Protectors

Be InquisitiveBe ConsultativeBe the Driver!

Our Promise

Our Value

Our Roles

Our Actions

2011-2012

2012-20132013---

Supported by

DMO Sales Professional’s Evolving Role…