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Upcoming Events

Please mark your calendar for upcoming meetings and events every 4th Monday each month, unless otherwise indicated due to holidays or competing industry events.

2011 - Program Calendar	Events Remaining
Monday, February 28 Bently Reserve San Francisco 301 Battery Street San Francisco, CA 94111	Luncheon	"Only a computer wants to do business with another computer - - people respond to people" - Harvey Mackay Selling was never intended to be silent and faceless. Don't fall prey to abandoning your relationship-based selling skills in favor of today's more popular technology-based selling skills. This month's featured speaker, renowned hospitality sales consultant, David M. Brudney, ISHC, principal and founder of David Brudney & Associates, presents a timely program to jump start your new sales year that will challenge hospitality sales professionals to look into your own professional selling toolbox; revisit your craft; re-sharpen your tools; and rekindle that passion for relationship building. Listen to Brudney de-myth the common belief that prospects don't have time or don't want to meet with you, and hear examples of successful relationship-based selling skills and best practices performed by top producing sales professionals. "Let's never forget that we live by relationships with support from technology." - David M. Brudney
March 31 1801 Barber Lane, Milpitas (408) 943-0600	Luncheon	How to use Facebook in 2011 With an increased popularity in Social Networking, 2010 was a banner year for hotelier involvement in Facebook. This year, it¹s time to look at what worked, what didn't, and what to do now. This session will look at the eight critical Facebook changes that you need to know and determine how to incorporate them into your social media plan. We will also look at new Facebook features, such as Facebook places, and how best to use those to drive awareness and increase ROI. Session attendees can expect to learn: How to market with Facebook Places How to use QR codes How to increase your fan base Determine the value of a fan Best practices for driving fans and ROI
April 27 Peninsula	Luncheon	In Pursuit of More: The New Rules for Sales Success from Cold Call to Repeat Customer Wednesday, April 27th Want results in today's economy? Colleen Francis, President of Engage Selling understands the challenges of selling in tough markets and how traditional sales techniques often fall short. With refreshing candor, Colleen delivers her up-to-date techniques proven to work today for immediate results – in any economy. www.EngageSelling.com The rules have changed. The market is different and a new economy is emerging. Buyers have responded to these changes quickly and dramatically. Have your selling models evolved to profit from this change? Too many sales people rely on sales tricks recycled from years ago. Out-dated tactics such as overly aggressive or persistent cold calling, too-polished canned presentations, flashy corporate brochures, and insincere, over-inflated or manipulative tricks to try and close business. In today’s new economy these approaches are not only sorely out of date, they’re woefully ineffective. Today’s savvy buyers are looking to develop trusted, long-term relationships with their suppliers by demanding a new approach to sales that puts client results first, builds trust and loyalty, and ensures consistent success and profits for both the buyer and the seller. If you’re unhappy with your sales productivity and are not converting enough of your prospects into repeat customers, this will be the most important seminar you attend this year. With her internationally acclaimed training approach and no-holds-barred focus on results, Colleen demonstrates The New Rules of Sales Success for enhancing sales productivity that leads to consistently flawless sales results in today’s new economy. With the strategies and tactics Colleen presents, you’ll learn how to sell more, in less time, at a higher profit. Get Results! Reduce sales cycles by up to 30% by learning why people are afraid to buy and how to overcome these objections. Increase your average order size by 46%; by moving your clients from satisfied to emotionally connected and loyal. Implement the top 7 activities of high performers to reduce sales cycles by 30%. Use the fine line between persistence and stalking to achieve an instant 80% increase in call-back ratios.
June 27 South Bay	Luncheon	Revenue Management - 2011 and beyond. For the June 27th educational luncheon at The Public House restaurant at AT&T Park in San Francisco, your HSMAI team is bringing together a panel of leaders in Bay Area Revenue Management, all experts in their field. In addition, after the program plan on staying around for a bit for a "behind the scenes tour" of AT&T Park! The discipline of "Yield Management", "Revenue Management", "Inventory Management" is an ever evolving discipline with many unique and strategic nuances. Whatever you call it, it’s all about Fueling Sales, Inspiring Marketing, and Optimizing Revenue. Are you a General Manager who wants a better working knowledge of the latest revenue strategies? Are you a Director of Sales who is seeking new ways to work with your revenue management team to book the right business for your hotel? Are you a Director of Revenue Management who is looking for new resources to help with yield strategies and business development? Are you a Sales Manager who desires a better understanding of revenue management and how technology plays a significant role in today's business? Topics to be Covered: New Revenue Management Skill Requirements; Prerequisites for Financial Success New Revenue Management Strategies for 2011 & Beyond Long Term Growth Strategies for Developing your Market Share Questions and Answer Session Who Should Attend: Gen. Managers - Multiple or Single Property Internet and e-Commerce Sales Managers Sales and Marketing Managers / Directors Revenue, Reservation, Rooms Div. Managers Owners, Operators, and Principals for Property Mgmt. Corporate Strategic Operations and Marketing Mangers
July
August 15 San Francisco	Luncheon	Finding Your Niche Event Completed
September 26 San Francisco	Luncheon	Industry Forecast Event Completed
October 24 Peninsula	Luncheon	Optimizing Revenue in a Digital World Event Completed
November 16 South Bay	Luncheon	Kick start 2012 sales Click here for more details and register
December 19 Peninsula	Holiday Reception	Click here for more details and register

* Tentative Schedule

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