We like tech. We like sales. We like closing deals. We felt like there must be a way to combine everything we like so much. After much research into how people buy today, and how people sell, we discovered there were lots of opportunities to bring technology into sales to making closing deals easier. That's our approach.
Our founder, Holly Zoba, spent 15 years in the hotel industry - primarily selling hotel rooms and meeting space. She then spent the next ten years selling training to hotels. Finally, she went back to school and learned how to write computer code. An odd mixture perhaps, but the perfect start to our story. Several years ago, Holly began developing targeted sales training classes for clients who wanted something new. A way to reach buyers who were no longer picking up the phones. Instead, most buyers wanted to email, or just send out an RFP. Salespeople were becoming more and more frustrated with their inability to cultivate and develop relationships with buyers the way they used to.
People still want to buy from someone they like, they just don't want to get to you know the same way they used to! That is when we started to realize that we had to approach buyers in a different way. Instead of being pushy sellers, we had to take a more consultative approach. But even before we could do that, we had to start reaching buyers through sharing content - getting them to take notice of how helpful we can be. It's a whole new approach and one that has proven to be really effective.
Holly Zoba talks about making your sales efforts memorable!
I spent the first 15 years of my career running hotels for Hospitality Partners and the last ten years developing programs to help hotels increase their sales through digital marketing and employee training at Signature Worldwide. I am also a full stack developer - MERN which means I can write both the front end and back end of a website, if I need to! Currently I am the co-chair of HSMAI Marketing Advisory Board where I get to meet regularly with the great marketing minds of the hospitality industry. In addition to designing the curriculum for Influencer Sales, I also researched and in some cases wrote the apps that we use in this class, which include things like Trello, Buzzsumo, and Adobe Spark. I am a frequent industry speaker and have authored several articles in industry publications.
I have served over three decades in hospitality with specialized expertise in sales, marketing, training, and leadership. I began at property level sales, moved into management company and brand roles, and most recently consulted my hospitality clients on ways to increase revenue and improve employee performance. I currently sit on the HSMAI Sales Advisory Board and am a liaison to the Revenue Management Board to keep my finger on the pulse of the industry.
I have spent my career helping hospitality and travel companies achieve results by transforming business objectives into successful online strategies and executable tactics. I have co-chaired the hospitality industry's primary sales and marketing organization (HSMAI), and worked alongside leadership of Intercontinental Hotels Group (IHG) providing business recommendations as part of a select group of owners on their Advisory Council on Distribution Strategy. I believe that combining technology with smart sales strategies has the potential to give a huge competitive edge to those willing to embrace it!
From "on the ground" direct sales with Residence Inn by Marriott to an Executive VP of Sales, Haydn has experienced a range of sales assignments across all lodging. He was a pivotal member of Marriott's "Sales 2000" task force of 12 people that virtually reinvented Marriott's approach to "Sales," worldwide. Haydn was also entrusted with directing first "Large Market Sales Team" in Detroit, Michigan, which cross sold all Marriott's brands for the first time. He is disciplined and forgets no details, but is known to have fun while helping teams achieve sales success. He is an expert in sales call process, true sales persistence, and the new advent of Social Media as a critical part of any effective hotel sales platform. He as consulted for Marriott, Hyatt, Hilton and several boutique, independent luxury properties across the United States of America
In addition to training, I am currently working at my own property manager company with locations in Pennsylvania, New York and Florida. Prior to that I was with Signature Worldwide as National Account Manager, and I was responsible for building long-term business strategies with Signature Worldwide clients in order to create value and allow clients to achieve a return on their training investment. Prior to that role, I was responsible for supervising a team of training account managers in the delivery of legendary customer service and sales training. My experience before joining Signature in July of 2000 includes creating the guest services training manual adopted by individual properties within the Hyatt Corporation. I also had an integral part in developing the revenue management system for Hyatt Hotels and Resorts Corporate, which was implemented internationally.