Corporate Sales Pack

A practical guide to finding, winning and growing corporate hotel business.

Want to grow your hotel's corporate business but not sure where to focus?

The Corporate Sales Pack takes you through the whole corporate sales process – from understanding your local market and identifying the right opportunities, through to approaching companies, negotiating rates, managing RFPs and growing the accounts you already have.

Created from my 18+ years working in hotel sales, it's packed with practical advice, real-life examples and ideas you can actually use in your hotel.

This isn't about building enormous prospect lists or offering discounted corporate rates to everyone. It's about understanding the business your hotel needs, finding the right opportunities and knowing what to do with them.

What's Inside?

The Corporate Sales Guide

A practical 10-chapter guide covering:

• Understanding corporate business
• Is corporate business right for your hotel?
• Understanding your corporate market
• Identifying corporate opportunities
• Winning corporate business
• Corporate rates & agreements
• RFPs – Requests for Proposal
• BTAs & TMCs
• Managing & growing existing corporate accounts
• Measuring corporate sales performance

You will find practical ideas throughout, including ways to uncover opportunities within your own hotel, research your local market, qualify potential accounts, build stronger relationships and make better commercial decisions about the business you pursue.

Corporate Sales Action Plan

Turn what you've learned into action. Use the Action Plan to identify where to focus first, choose your priorities and create clear next steps for your hotel.

Corporate Rate Agreement Template

A ready-to-use template that you can adapt for your own hotel when agreeing corporate rates and terms with clients.

Corporate Production Tracker

A simple spreadsheet to track corporate account room nights month by month, helping you see which accounts are producing, where business is growing and where you may need to take action.

Who Is It For?

The Corporate Sales Pack is ideal for:

• Hotel Sales Managers and Sales Executives
• General Managers responsible for sales
• Independent hotels without the sales support of a larger brand
• Anyone responsible for developing corporate business within a hotel
• Salespeople who understand the basics but want more structure, ideas and confidence around corporate sales

You don't need to do everything at once. Use the Pack to understand your market, find the opportunities that are right for your hotel and start taking consistent action to turn them into business.