What’s really drying up? Is the drop in inquiries/RFPs due to the slow season or something systemic? Why did the faucet close? Are planners shifting away from traditional RFP channels? Is it tech disruption, trust issues, tighter timelines, or something deeper? How do we turn it back on? How can hotel sales teams re-prime the pipeline right now—three concrete moves they can launch before the quarter ends? ATTENDEES: Celeste Berke Knisely, Hotel Sales Trainer Cory Falter, Lure Agency
In this InnSync episode, Cory Falter and Celeste Berke Knisely dive into the lead drought crushing hotel group sales. From declining RFPs and rising Agentic Search to overwhelmed buyers and outdated sales tactics, they break down what’s really happening—and how to fix it. They also preview a new resource that’s AI-powered, community-driven, and built to help hotel sellers win in today’s fast-changing market.
📍 Timestamps & Key Segments Below 👇
⏱️ [00:00:00] Welcome Back, Celeste!
Celeste returns to InnSync
Teaser: A new tool for hotel sellers is coming
⏱️ [00:01:00] Why Are Leads Drying Up?
30%+ decline in some markets
Hotels relying on “hope” instead of strategy
⏱️ [00:02:30] It's Not Just Seasonality
Budget cuts, travel slumps, post-COVID shifts
The digital buyer is here to stay
⏱️ [00:04:00] Agentic Search Is Changing Everything
57% of planners use AI like ChatGPT
Low-effort, high-reward sourcing is the new norm
⏱️ [00:05:30] Enter the Non-Professional Planner
Admins and parents now book most small meetings
Branded hotels aren’t catering to them
⏱️ [00:07:30] Why Old School Tactics Fail
“Rate, date, and space” won’t cut it
AI research trumps traditional selling
⏱️ [00:09:30] RFP Fatigue Is Real
Delayed replies lose deals
“Just checking in” emails drive buyers away
⏱️ [00:11:30] Fast Answers = Fast Conversions
Visibility before the click
Buyers move fast—are you ready?
⏱️ [00:13:30] Turning the Lead Faucet Back On
Better prep, better visibility
Know your buyer before they hit “search”
⏱️ [00:15:00] Time to Prospect Again
Outbound is essential
Gap Selling + AI = new sales approach
⏱️ [00:17:00] Get Comfortable with Discomfort
Cold calling is optional
LinkedIn, video, and smart outreach work
⏱️ [00:20:00] Outbound ≠ One Channel
CRM leads still have gold
Multichannel touchpoints build trust
⏱️ [00:22:00] Why Sellers Avoid Outbound
Discomfort leads to distraction
Strategy + tools = progress
⏱️ [00:24:00] AI Will Replace Transactional Roles
RFP automation is coming fast
Bring insight or risk becoming obsolete
⏱️ [00:26:00] Why This Really Matters
Hotels need revenue to survive
Sellers must justify their role
⏱️ [00:28:00] Big News: New Platform Incoming
Celeste, Cory & Susan building something game-changing
Community + AI + coaching = modern enablement
⏱️ [00:30:00] Learn Smarter, Not Harder
Bite-sized, real-time training
Fun, flexible, and results-focused
⏱️ [00:31:00] Where to Find Celeste
Connect on LinkedIn
Watch The Sales Edge Live
Subscribe to the Modern Hospitality newsletter
🔥 Final Note:
The lead drought is real—but it’s also solvable. Stay visible, stay proactive, and start thinking like your buyer. Subscribe, share, and let’s rehydrate your revenue funnel—with smarts, strategy, and maybe a splash of fun.
___________________________________________
𝗜𝗦 𝗬𝗢𝗨𝗥 𝗛𝗢𝗦𝗣𝗜𝗧𝗔𝗟𝗜𝗧𝗬 𝗦𝗔𝗟𝗘𝗦 𝗢𝗡 𝗧𝗛𝗘 𝗥𝗢𝗖𝗞𝗦?
Let’s refill your funnel.
At Lure Agency, we help hospitality brands, both hotels and vendors, ditch the noise and pour up a proven strategy that actually converts.
𝗦𝗼𝘂𝗻𝗱 𝗳𝗮𝗺𝗶𝗹𝗶𝗮𝗿?
Your sales strategy is running on fumes.
Your inbox is empty. Your leads are cold.
Sales and marketing? Totally out of sync.
And your competition? Getting sharper and more AI-savvy by the minute.
Whether you’re trying to fill group blocks or break into a new hotel account, you're stuck in a system that no longer works.
Whether you want full service, a mixologist, or just the recipe, we’ve got your pour.
Learn more at www.lureagency.com.
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