Selling to travel and hospitality means navigating multi-location organizations where individual properties have autonomy but corporate controls budgets. Traditional prospecting wastes months targeting the wrong level of authority or calling during off-season when no one is buying.
Travel and hospitality sales involves seasonal buying patterns, complex franchise structures, and decisions influenced by property managers, regional directors, and corporate executives. Generic prospecting can't distinguish a franchisee from corporate headquarters - AI that understands the industry can.
Here's what's actually happening:
| Factor | Traditional Method | AI Method |
|---|---|---|
| Approach | Buy hospitality lists, email every hotel GM or airline operations manager, hope to catch them during a buying cycle | AI analyzes each hospitality company's ownership structure, recent expansions, renovation activity, and hiring patterns to identify properties in active buying cycles. Outreach targets the right authority level with timing-specific messaging. |
| Time Required | 350-450 hours to build qualified pipeline of 40 opportunities | 90-120 hours to build same qualified pipeline |
| Cost | $22k-32k/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 | 9-14% response rate on targeted outreach |
| Accuracy | 40% of contacts actually have purchasing authority | 96% of contacts are verified decision-makers with budget authority |
68% of hotel technology purchases
Are made during Q1-Q2 when budgets reset and properties plan for peak season. AI identifies which properties are in active planning phases vs locked into annual contracts.
Hospitality Technology Industry Study 2024
Multi-property hotel groups with 5+ locations
Have 3.2x longer sales cycles than independent properties, but deal sizes are 8x larger. AI maps corporate hierarchies to identify whether to start at property level or corporate.
AHLA Procurement Trends Report
Travel companies investing in new technology
Spend an average of 4.7 months researching solutions before engaging with sales. AI identifies prospects showing research behavior - job postings for IT roles, attendance at hospitality tech conferences, website updates.
Phocuswright Travel Technology Survey
Properties undergoing renovation or expansion
Are 6x more likely to evaluate new vendors than stable properties. AI tracks construction permits, hiring surges, and press releases to identify these high-intent buying windows.
STR Hotel Development Pipeline Report
AI analyzes each hospitality company's ownership structure, recent expansions, renovation activity, and hiring patterns to identify properties in active buying cycles. Outreach targets the right authority level with timing-specific messaging.
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 a property is independently owned, part of a franchise, or corporate-managed. This dictates who makes purchasing decisions. A Marriott franchisee has different authority than a corporate Marriott property. AI identifies the right entry point for each structure.
Construction permits, architect hiring, and press releases about renovations signal active buying windows. A hotel mid-renovation is evaluating everything from PMS systems to guest WiFi. AI identifies properties in these high-intent phases before competitors do.
Hospitality companies hiring for IT roles, operations managers, or guest experience positions signal growth or technology initiatives. A hotel adding a Director of Technology role is likely evaluating new systems. AI tracks these hiring signals across thousands of properties.
Hotel groups often roll out technology across multiple properties simultaneously. AI maps entire portfolios to identify the corporate decision-maker while also tracking which individual properties are most likely to pilot new solutions.
Press releases about contactless check-in, mobile apps, or guest experience improvements signal technology investment. AI identifies companies publicly committing to modernization - they're actively buying, not just researching.
What systems does the property already use? AI identifies PMS platforms, booking engines, and guest management tools from job postings and technology partnerships. Properties using legacy systems are prime candidates for modern solutions.
Travel and hospitality sales requires understanding seasonal cycles, ownership structures, and multi-location complexity. Generic prospecting tools fail because they don't understand the industry. Use these questions to evaluate any solution.
In hospitality, a 'General Manager' at a franchise has different authority than at a corporate property. Can the tool identify ownership type and map the actual decision-maker? Can it tell when to go corporate vs property-level?
Hotels buy technology in Q1-Q2 for peak season, not year-round. Airlines plan major initiatives around route expansions. Can the tool identify where prospects are in their planning cycle? Timing is everything in hospitality sales.
Properties undergoing renovation or expansion are 6x more likely to buy. Can the tool identify construction permits, architect hiring, or press releases about property improvements? These signals indicate active buying windows.
Hotel groups with 10+ properties require different strategies than independent hotels. Can the tool map corporate hierarchies and identify whether to start at property level or corporate? Can it track rollout potential across portfolios?
Generic B2B databases miss hospitality-specific signals. Does the tool integrate with STR reports, construction permit databases, hospitality trade publications, or franchise disclosure documents?
Their SDR team was cold-calling hotel general managers from a purchased list. They had no way to tell which properties had purchasing authority versus those that deferred to corporate. Half their meetings were with GMs who said 'corporate handles that' or 'we're locked into a contract until next year.' Their generic pitch about 'improving guest satisfaction' didn't resonate because it ignored each property's specific challenges and buying timeline.
With AI-powered targeting, every call now goes to the right authority level - corporate for multi-property decisions, property-level for independent hotels. Pre-call briefings include recent renovations, technology stack, ownership structure, and specific operational challenges. Response rates jumped from 1.2% to 12%, but more importantly, meeting-to-opportunity conversion hit 52% because they're talking to decision-makers during active buying windows.
Week 1: AI analyzed 1,200 target hospitality companies, identifying ownership structures and mapping 3,100 relevant contacts across property and corporate levels
Week 2: Each contact was scored based on purchasing authority, current buying cycle phase, and expansion signals - 420 were flagged as high-priority with active buying intent
Week 3: First outreach campaign launched with messaging tailored to each property's ownership structure, recent initiatives, and seasonal timing
Week 4: 12% response rate vs 1.2% historical - decision-makers responded because outreach demonstrated understanding of their specific situation and timing
Month 2: First deals entering pipeline with 55% shorter time-to-qualified-opportunity because prospects were already in buying mode
We've built our AI system specifically to understand travel and hospitality organizations. Our team includes former hospitality sales professionals who know the difference between a franchisee and corporate property, and why it matters for your sales approach.
Working with Fortune 500 distributors and semiconductor companies. Same system, your prospects.
Get Started →Stop wasting time on hotels and travel companies that will never buy. Here's how AI ensures you only call perfect-fit prospects in the travel hospitality market.
AI works with any data source - CRM export, wish list of hotel groups, or just target segments like 'boutique hotels 100-300 rooms' or 'regional airlines.' Even if you just have company names or a rough idea of which hospitality companies you want to reach.
AI researches each property or company against YOUR specific criteria: property size, ownership structure, technology stack, renovation activity, expansion signals, seasonal timing, and any custom qualification rules you need for hospitality buyers.
From 2,500 hospitality companies, AI might qualify just 380 that are perfect fits. No more wasted calls to properties locked in contracts, wrong ownership structure, or outside their buying season.
The biggest challenge isn't finding hotels or travel companies - it's finding the RIGHT PERSON who has budget authority AND is reachable at the right organizational level.
General Manager: Easy to reach, but defers to corporate for technology decisions
VP Operations (Corporate): Has authority, but no direct contact info and screened by gatekeepers
Regional Director: Right level for multi-property decisions, but just changed roles
Director of IT: Budget authority + verified phone number + active buying cycle = Perfect!
AI identifies all potential contacts across property management, corporate operations, IT, and executive leadership. For multi-property groups, maps both corporate and property-level contacts.
Checks who actually has working phone numbers and valid email addresses right now. Flags recent role changes that might affect authority.
Finds the highest-authority person who ALSO has verified contact information. Understands franchise vs corporate structures to target the right level.
Builds talking points specific to that person's role, their property's recent initiatives, ownership structure, and current business priorities.
Never stumble for what to say to hospitality buyers. AI analyzes everything and prepares personalized talking points that resonate with hotel, airline, and travel company decision-makers.
"I noticed Coastal Resort Group just completed renovations on your flagship property in Miami and announced plans for two new locations - that's exciting growth. Most hospitality operators tell me that maintaining consistent guest experience across multiple properties during expansion is their biggest challenge..."
"With 8 properties and 2 more opening this year, you're likely dealing with inconsistent systems and processes across locations. Resort groups at your scale typically see 35% of staff time lost to manual workarounds when technology doesn't integrate..."
"I see your properties use a mix of Opera and a legacy PMS - are your teams struggling with data silos between properties? That's exactly what the Director of Operations at Seaside Hotels told me before we helped them standardize across their portfolio..."
"Three resort groups similar to yours - Beachfront Properties, Harbor Hotels, and Sunset Resorts - are already using our solution. Beachfront increased their direct bookings by 43% in the first six months while reducing their tech stack costs by 28%..."
AI prepares custom research and hospitality-specific talking points for 100+ calls daily
With all the preparation complete, AI makes every call count and ensures no hospitality opportunity falls through the cracks during long seasonal buying cycles.
AI-optimized call lists with auto-dialers maximize efficiency. Every dial is to a pre-qualified, researched hospitality prospect at the right authority level.
Every call uses AI-prepared talking points with hospitality-specific terminology. Reps know exactly what to say to engage hotel operators, airline executives, and travel company buyers.
Every call is logged, recorded, and tracked. AI captures insights about buying cycles, contract end dates, and decision processes. Updates CRM automatically.
Never miss another hospitality opportunity. AI ensures every prospect gets perfectly timed touches aligned with their seasonal buying cycle until they're ready to buy.
AI automatically sends personalized email & SMS based on the hospitality-specific conversation
"Hi Jennifer, loved your point about maintaining consistency across your growing portfolio. Here's how we helped Beachfront Properties standardize operations across 12 locations..."
AI sends relevant hospitality case study or content based on their specific challenges
"Jennifer, thought you'd find this relevant - how Seaside Hotels reduced tech costs by 28% while improving guest satisfaction scores [link]"
Prospect automatically appears at top of call list with updated talking points based on engagement
Continues with 12+ perfectly timed touches aligned with hospitality buying seasons until they're ready to meet
Every hospitality prospect stays warm with automated multi-channel nurturing timed to their buying cycle. AI ensures perfect timing and personalization at scale, even during long seasonal sales cycles.
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.