In this episode of InnSync, Cory Falter chats with award-winning sales coach, author, and hospitality expert, Mandi Graziano. Together, they dive into what meeting planners truly value from hotels and explore how sellers can break through the noise in a competitive market. From leveraging relationships to innovative sales strategies, Mandi shares actionable insights for hospitality professionals and meeting planners alike. With engaging anecdotes and practical advice, this conversation is a must-watch for anyone in the event planning or hospitality industries. Stick around for tips on social selling, networking, and how to make meaningful connections online and offline.
Timestamps: [00:00:00] Introduction and Warm Welcome Cory and Mandi kick off the episode with a lighthearted chat about Padres season tickets, sports, and the importance of humor in life and business. [00:02:00] Meeting Planners vs. Hotels: What Really Matters Mandi shares her dual perspective as both a former hotelier and a meeting planner, highlighting professionalism, organization, and clear communication as key traits planners need to bring to the table. [00:04:30] Bricks and Mortar vs. People and Relationships Cory and Mandi discuss why relationships matter more than thread counts and chandeliers, and how hotels can balance showcasing their venues with emphasizing their teams. [00:07:30] Advice for Novice Meeting Planners Mandi outlines key questions for first-time planners to ask when selecting a venue and why working with experienced partners can make all the difference. [00:12:00] Spotlight on Team Members: Why People Make the Place From legendary doormen to creative chefs, Mandi explains how individual team members can create memorable experiences and why they should be highlighted in hotel marketing. [00:15:00] Mistakes Hotels Make When Reaching Out Mandi breaks down why robotic emails and uninspired follow-ups fail to resonate and emphasizes the importance of personalization and authentic engagement. [00:18:00] Adding Value in Sales Blitzes and Prospecting Cory and Mandi discuss how to make sales blitzes meaningful by focusing on value, smart questions, and bringing insights that genuinely help clients. [00:22:00] Social Selling: The Missing Link in Hospitality Sales Mandi advocates for sellers to embrace LinkedIn and video content as powerful tools to educate, inspire, and connect with prospects. [00:27:00] Networking in the Digital Age Mandi highlights the importance of blending in-person and online networking while sharing strategies for engaging effectively across platforms. [00:31:00] What’s Next for Mandi? Mandi previews her upcoming SalesTales Live sessions, designed to help sales professionals across industries hone their skills and build community. [00:33:00] Connect with Mandi Graziano Find Mandi on LinkedIn, Instagram, TikTok, or her website, mandigraziano.com. She’s open to DMs and always excited to connect and share ideas. Ending: Thanks for tuning in to this insightful conversation with Mandi Graziano! If you enjoyed this episode, don’t forget to like, comment, and subscribe for more valuable content on hospitality, sales, and event planning. Share your favorite takeaway from the discussion in the comments below!