Didn’t catch our recent webinar? No problem — here’s your quick recap!

Scroll down for highlights, or watch the full webinar below.

Hotel Sales is Evolving – Don’t Get Left Behind

With over 524,000 new hotel rooms expected to open globally in 2025 and the B2B sales tech market projected to grow to $7.3B by 2028, now is the time to level up your hotel’s business development strategy.

And with 77% of B2B buyers preferring email outreach, your sales approach must be digital, personalized, and proactive.

The Four Pillars of Hotel Business Development

We broke down hotel business development into four key activity types:

1. Nurturing: Building Relationships That Last

Hotels that focus on nurturing relationships see:

• 50% more sales-ready leads at a 33% lower cost
• 23% shorter sales cycles
• 63% of non-ready leads convert later when consistently nurtured

Who to Nurture:
Your most valuable contacts (and your competitors’) — think local corporates, travel agents, MICE planners, sports teams, and more.

Nurturing Content Ideas:

• Hotel updates (renovations, new F&B)
• Event highlights and hosted groups
• Sustainability milestones
• Testimonials and success stories
• Local news or curated industry content
• Awards, GM announcements, VIP visits

Best Practices:

• Monthly (or tailored) touchpoints
• Mix email, phone, and in-person contact
• Track engagement and adjust accordingly
• Focus on relationship-building, not just selling

2. Prospecting: Keep Your Pipeline Full

Hotels that prospect consistently generate 2X more pipeline and reduce reliance on passive inbound RFPs.

Where to Find Leads:

• Past group inquiries (via Sales & Catering tools)
• Trade show attendee lists
• Local business directories, DMOs, CVBs
• Referrals and professional networks

Prospecting Email Ideas:

• Re-engage old leads with time-sensitive promos
• Incentivize repeat bookings
• Offer exclusive “new client” perks
• Showcase sustainability initiatives to corporate buyers

Tips for Prospecting:

• Block 30–40% of your week for it
• Time your outreach (early AMs or late PMs work well)
• Follow up multiple times — 80% of sales happen after the 5th–12th contact!

3. Tactical Outreach: Targeted, Goal-Oriented Selling

Plan and execute specific campaigns with intent, such as:

• Curated emails to segmented lists
• Themed offers for key market segments
• Strategic promotions tied to business goals or need periods

4. Ad-Hoc Engagements: Stay Nimble

Not every opportunity fits a plan. Make the most of:

• Trade show or sales mission follow-ups
• Customer showcases or FAM trips
• Seasonal greetings or updates
• Appointment recaps and spontaneous outreach

Sales Email Best Practices

To stand out in busy inboxes, your emails should be:

• Compelling: Strong subject line, clear CTA 
• Concise: Get to the point quickly 
• Readable: Use bullet points and white space 
• Personalized: Include names, roles, and relevant details 
• Optimized for Mobile: Looks great on any device 
• Professional: Clean formatting, no errors

Don’t Forget to Follow Up

Persistence pays off:

• 60% of customers say “no” 4 times before saying “yes”
• 92% of salespeople give up before the 5th try
• Just one follow-up email can increase replies by 65.8%

Using the UpMail + Salesforce Integration to Streamline Outreach

Sales success starts with efficiency — and the UpMail + Salesforce integration is built to help your hotel sales teams scale personalized outreach without compromising quality.

Here’s how it works:

• Create Pre-Set Lists: Build targeted contact lists directly within Salesforce, based on segments like market type, inquiry status, or region.
• Automated Contact Import: Seamlessly pull those contacts into your UpMail emails with just a few clicks — no manual entry needed.
• Sales-Ready Email Templates: Use pre-built, brand-approved email templates designed for every sales scenario, from re-engagement to lead nurturing.
• Dynamic Personalization: Personal fields like first name and company auto-fill using Salesforce data, ensuring every message feels custom-crafted.
• 1:1 Email Sending: Emails are sent individually from your corporate email address, avoiding spam filters and enhancing deliverability.
• Visual, On-Brand Design: Easily build stunning emails that reflect your brand and stand out in crowded inboxes.
• Engagement Tracking: Monitor opens, clicks, and responses in real-time, and log every interaction as an activity directly in Salesforce.

The result?
A streamlined, scalable outreach process that combines automation with a personal touch — helping you spend less time on admin and more time closing business.

Track What Matters

Use email analytics to refine your approach:

• Open rates = subject line performance
• Click-throughs = content engagement
• Replies = intent and interest
• Conversions = real results
• Engagement triggers = when to follow up next

Final Thought

Proactive, data-driven business development isn’t optional — it’s essential.

Whether you’re nurturing existing accounts or reaching new prospects, success comes down to strategy, consistency, and execution.