Selling to hospitality means navigating complex hierarchies where property managers have autonomy for some purchases but corporate controls others. Traditional prospecting wastes months targeting the wrong level of authority or calling during peak season when no one takes meetings.
Hospitality sales involves fragmented ownership structures, seasonal buying patterns, and decisions split between property-level managers, regional directors, and corporate procurement. Generic prospecting can't distinguish a franchisee from corporate-owned properties - AI that understands hospitality operations can.
Here's what's actually happening:
| Factor | Traditional Method | AI Method |
|---|---|---|
| Approach | Buy hospitality lists, email every General Manager and hope they have budget authority, ignore seasonal patterns | AI analyzes each hospitality company's ownership structure, property portfolio, recent renovations, and management hierarchy to identify who actually controls budgets. Outreach timing aligns with hospitality buying cycles and avoids peak seasons. |
| Time Required | 350-450 hours to build qualified pipeline of 40 opportunities | 90-120 hours to build same qualified pipeline |
| Cost | $18k-28k/month in SDR time and hospitality databases | $3,500-5,000/month with our service |
| Success Rate | 0.8-1.5% response rate on cold outreach | 7-11% response rate on targeted outreach |
| Accuracy | 40% of contacts actually have purchasing authority for your solution | 96% of contacts are verified budget holders at the right authority level |
68% of hotel purchasing decisions
Are made at the corporate or regional level, not by individual property managers. AI identifies ownership structures to target the right authority level before you waste time calling property GMs who can't approve purchases.
American Hotel & Lodging Association Procurement Study 2024
Hospitality buyers report 82% of vendor outreach
Comes at the wrong time in their operational cycle. Properties undergoing renovation are 6x more likely to evaluate new vendors, but most prospecting ignores these timing signals completely.
Hospitality Technology Industry Report 2024
Average hotel sales cycle
Extends to 4-7 months due to budget approval processes and seasonal constraints. October-January is prime buying season when 64% of annual vendor decisions are made, yet most sales teams prospect year-round with no seasonal strategy.
Hotel Business Magazine Purchasing Trends Report
Multi-property hospitality groups
With centralized procurement show 3.2x higher deal values than independent properties, but represent only 18% of prospecting efforts. AI identifies these high-value targets and maps the corporate buying committee.
STR Global Hospitality Market Analysis 2024
AI analyzes each hospitality company's ownership structure, property portfolio, recent renovations, and management hierarchy to identify who actually controls budgets. Outreach timing aligns with hospitality buying cycles and avoids peak seasons.
The key difference: AI doesn't replace the human element - it handles the low-value research work so experienced reps can focus on high-value strategic calls.
AI determines if properties are corporate-owned, franchised, or independently managed. A Hilton franchise owner has local purchasing authority for some categories but must use corporate vendors for others. AI identifies who actually controls the budget for your specific solution category.
Multi-property groups offer higher deal values but require different approaches. AI identifies management companies operating 5+ properties, maps their portfolio, and finds the centralized procurement contact. A 12-property boutique hotel group is worth 10x more than targeting individual properties.
Properties undergoing renovation or expansion are actively evaluating vendors. AI tracks building permits, job postings for project managers, press releases about property improvements, and LinkedIn updates mentioning renovations. These properties are 6x more likely to take meetings.
Hospitality purchases are departmentalized - F&B directors buy differently than housekeeping managers or IT directors. AI identifies which department controls budget for your solution and finds the right director. Selling POS systems to a GM wastes time; the F&B Director decides.
Hospitality has predictable buying windows. Properties don't evaluate vendors during peak season (summer for resorts, holidays for urban hotels). AI identifies each property's peak season based on location and property type, then times outreach for shoulder seasons when managers actually take meetings.
What PMS, POS, and operational systems does the property use? AI identifies current technology from job postings, online reviews mentioning systems, and integration partnerships. Properties using legacy systems or recently posting about 'system frustrations' signal replacement opportunities.
Hospitality sales requires understanding complex ownership structures and seasonal buying patterns. Generic prospecting tools fail because they don't account for hospitality-specific dynamics. Use these questions to evaluate any solution.
A Marriott franchise and a corporate-owned Marriott have completely different purchasing processes. Can the tool identify ownership structure and route you to the right decision-maker? Does it know when to target property-level vs corporate procurement?
Calling a resort GM in July or a ski lodge manager in February is wasted effort - they're in peak season. Can the tool identify each property's busy season and time outreach for shoulder periods when managers actually evaluate vendors?
A management company operating 15 properties is worth 15x more than a single property, but requires targeting corporate procurement. Can the tool identify these groups, map their portfolio, and find centralized buyers?
Properties undergoing renovation are actively buying. Can the tool identify building permits, renovation announcements, or capital project signals that indicate immediate buying intent?
The GM doesn't buy everything - F&B directors control restaurant tech, housekeeping managers buy cleaning systems, IT directors handle property management systems. Can the tool route you to the specific department head who controls budget for your category?
Their SDR team was calling General Managers from a purchased hotel list with no regard for ownership structure or seasonality. Half their meetings were with franchise GMs who said 'corporate handles that' or property managers who said 'call back in six months after peak season.' They had no visibility into which properties were corporate-owned, which were undergoing renovations, or which management companies operated multiple properties. Their generic pitch about 'improving guest experience' got polite brush-offs because they couldn't speak to specific operational challenges.
With AI-powered targeting, every call now goes to verified budget holders at the right authority level - corporate procurement for franchise groups, property-level managers for independent hotels, and regional directors for management companies. Pre-call briefings include ownership structure, recent property improvements, current technology stack, and seasonal buying windows. Response rates jumped from 1.2% to 9%, but more importantly, meeting-to-opportunity conversion hit 52% because they're finally talking to people with actual purchasing authority during the right buying windows.
Week 1: AI analyzed 1,200 target hospitality companies, identifying ownership structures and mapping 340 multi-property management groups
Week 2: Each property was scored based on renovation signals, technology replacement indicators, and seasonal buying windows - 280 were flagged as high-priority with immediate buying intent
Week 3: First outreach campaign launched with messaging tailored to property type (luxury resort vs limited-service hotel) and specific operational challenges
Week 4: 9% response rate vs 1.2% historical - hospitality buyers responded because outreach demonstrated understanding of their specific property challenges and came during their evaluation season
Month 2: First deals entering pipeline with 35% shorter time-to-close because AI identified properties already in active buying mode
We've built our AI system specifically to understand hospitality ownership structures, seasonal buying patterns, and departmental budget authority. Our team includes former hospitality sales professionals who know the difference between a franchise GM and a corporate procurement director, and why it matters.
Working with Fortune 500 distributors and semiconductor companies. Same system, your prospects.
Get Started →Stop wasting time on properties that can't buy or management companies with no budget. Here's how AI ensures you only call perfect-fit prospects in the hospitality market.
AI works with any data source - hotel lists, restaurant groups, resort portfolios, or just target segments. Even if you just have property names or a rough idea of which hospitality companies you want to reach.
AI researches each property against YOUR specific criteria: ownership structure (franchise/corporate/independent), property size, brand affiliation, renovation signals, technology stack, management company portfolio, and seasonal buying windows.
From 2,000 hospitality properties, AI might qualify just 280 that are perfect fits. No more wasted calls to franchise properties when you need corporate buyers, or calling during peak season when no one takes meetings.
The biggest challenge isn't finding hotels - it's finding the RIGHT PERSON who has budget authority AND isn't in peak season blackout.
General Manager: Seems like right contact, but property is franchised - GM defers to corporate
Corporate Procurement: Has authority for 50 properties, but contact info is outdated
Regional Director: Right level of authority, but currently in peak season and not taking meetings
F&B Director: Controls budget for your category + verified phone + shoulder season = Perfect!
AI identifies all potential contacts across property management, corporate procurement, regional operations, and department heads at each hospitality company
Identifies who controls purchasing for your specific solution category - property-level manager, department head, regional director, or corporate procurement
Checks each property's peak season and current occupancy patterns to ensure you're calling during evaluation windows, not operational blackout periods
Builds talking points specific to that person's role, their property type, operational challenges, and current technology pain points
Never stumble for what to say to hospitality buyers. AI analyzes everything and prepares personalized talking points that resonate with property operators.
"I noticed Coastal Resort Group just completed renovations at your Myrtle Beach property and has two more projects planned for 2025. Most multi-property operators tell me that maintaining consistency across locations during growth is their biggest challenge..."
"With 8 properties across different markets, you're likely dealing with inconsistent vendor relationships and pricing. Groups at your scale typically overspend 20-30% by not leveraging portfolio-wide purchasing power..."
"I see your properties use a mix of legacy PMS systems - are your teams spending more time on manual processes than guest experience? That's exactly what the Director of Ops at Seaside Hospitality told me before we helped them standardize across 12 properties..."
"Three multi-property groups in your market - Beachfront Hotels, Sunset Resorts, and Harbor Properties - are already using our solution. Beachfront reduced their vendor management time by 60% and increased group purchasing savings by $180k annually..."
AI prepares custom research and hospitality-specific talking points for 100+ calls daily, with property portfolio analysis, ownership structure, and seasonal timing built in
With all the preparation complete, AI makes every call count and ensures no hospitality opportunity falls through the cracks during seasonal transitions.
AI-optimized call lists with auto-dialers maximize efficiency. Every dial is to a pre-qualified, researched hospitality prospect at the right authority level during their buying window.
Every call uses AI-prepared talking points with hospitality-specific terminology. Reps know exactly what to say to engage property operators, corporate procurement, and department heads.
Every call is logged, recorded, and tracked. AI captures insights about ownership structure, buying authority, and seasonal constraints, updating CRM automatically.
Never miss another hospitality opportunity. AI ensures every prospect gets perfectly timed touches that respect seasonal patterns and operational cycles.
AI automatically sends personalized email & SMS based on the hospitality-specific conversation
"Hi Jennifer, loved your point about needing consistency across your 8 properties. Here's how we helped Seaside Hospitality standardize operations and save $180k annually..."
AI sends relevant hospitality case study or content based on their specific property type and challenges
"Jennifer, thought you'd find this relevant - how Harbor Properties reduced vendor management time by 60% across 12 resort properties [link]"
Prospect automatically appears at top of call list with updated talking points based on engagement and seasonal timing
Continues with 12+ perfectly timed touches that avoid peak seasons and align with budget planning cycles
Every hospitality prospect stays warm with automated multi-channel nurturing that respects operational cycles. AI ensures perfect timing and personalization at scale, with seasonal awareness built in.
We've spent years perfecting the AI-powered prospecting system. Our dedicated team runs it for you - handling everything from qualification to booked meetings. You just show up and close.
We built the perfect AI-driven prospecting system. Now our dedicated team runs it for you.
Our AI analyzes thousands of companies to find only those that match your ICP - before we ever pick up the phone.
Recent news, trigger events, pain points, tech stack - we know everything before making contact.
Our trained team handles all outreach - email, LinkedIn, and phone - using proven scripts and perfect timing.
Qualified prospects are scheduled directly on your calendar. You just show up and close.
Full reporting on activity, response rates, and pipeline generation - complete transparency.
Every week we refine messaging, improve targeting, and increase conversion rates.
See why outsourcing prospecting delivers better results at lower cost
Your team with random prospecting
200 conversations/month
Our strategic approach
3,000 conversations/month
2,800 more quality conversations per month
The math is simple when you break it down
Your Closers Close
Stop asking expensive AEs to prospect. Let them do what they do best while we fill their calendars.
Tell us about your sales goals. We'll show you how to achieve them with our proven system.