Future-Ready Prospecting: The 2026 Roadmap for Hospitality Vendors Why are traditional outbound tactics like cold calls and email blasts no longer connecting with today’s hospitality buyers? What key shifts are redefining how vendors should think about prospecting going into 2026? How can hospitality vendors build a visibility-driven prospecting system that consistently attracts and converts the right buyers? Can you share a recent win or success story where this modern approach led to measurable results? ATTENDEES: Kimberly Hensley, Tripleseat Cory Falter, Lure Agency
In this InnSync Show episode, Cory Falter chats with Kimberly Hensley from Triple Seat about what’s broken (and what’s booming) in hotel prospecting. Together they dig into why cold outreach is fading, how personalization and storytelling drive results, and why trust—not charm—closes deals. With AI and “agentic search” reshaping how hotels and vendors connect, Kimberly and Cory lay out a smarter, warmer, and far more human playbook for 2026 and beyond. Whether you’re a sales pro, vendor, or marketer, you’ll leave ready to trade your cold calls for warm conversations that actually convert.
⏱️ Timestamps / Key Segments
[00:00:00] Welcome & Kickoff Cory introduces Kimberly Hensley of Triple Seat to share real-world strategies for modern hotel prospecting.
[00:01:00] Why Cold Outreach Doesn’t Work Kimberly breaks down why “checking in” emails and cold calls fall flat with today’s hospitality buyers.
[00:02:00] From Transactional to Emotional Personalization Why the future of sales is about resonance, not automation—and how hotels can make every connection feel personal.
[00:04:00] Storytelling That Sells How authentic storytelling and human connection build trust faster than any sales deck—featuring examples from Mews and Triple Seat.
[00:06:00] Building Your Brand Inside the Brand Cory and Kimberly discuss personal branding, networking, and how being visible online fuels credibility offline.
[00:08:00] Agentic AI & The End of Trade-Show Selling AI-driven research has replaced in-person decision-making. Here’s how vendors can stay visible, searchable, and relevant post-show.
[00:10:00] Closing the Prospecting Loop Trade shows are just the start—learn how to connect the dots between visibility, content, and conversion.
[00:11:00] Relationships to Transactions Kimberly shares how real business happens during human moments—like side conversations, not sales pitches.
[00:12:30] Trust Over Likeability Cory explains why trust wins every time and how credibility is built through proof, not popularity.
[00:13:30] The Visibility Engine in Action How Cory used AI prompts to shortlist and vet CRM tools—leading to his discovery of EngageBay. [00:14:30] Warm Prospecting: The Smarter Way Why “warm prospecting” beats cold calling, combining humor, timing, and intent signals for meaningful outreach.
[00:16:00] Timing Is Everything Kimberly reframes “no” as “not now” and shares how follow-up timing can make or break a deal.
[00:17:00] Gen Z Buyers & Tech Evolution The new generation of buyers values authenticity, speed, and storytelling—here’s how to keep up.
[00:18:00] Service as a Sales Strategy Kimberly explains how customer care creates trust, retention, and long-term brand advocacy.
[00:19:00] Where to Find Kimberly Hensley Connect with Kimberly on LinkedIn—her go-to place to share insights and build industry community.
[00:20:00] Wrap-Up & Laughs Cory and Kimberly close with laughs over LinkedIn’s algorithm chaos and a promise for round two.
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