marketingSkift··1 min·For: Owner, Revenue, Marketing
Hilton Overhauls B2B Sales to Match Post-COVID Corporate Buying
Hilton restructured its global business-to-business sales operation into a three-pronged strategy to adapt to evolving post-pandemic corporate purchasing behaviors. The new model balances digital self-service portals, hybrid support, and dedicated advisory sales for complex accounts.
Key Takeaways
- 1Hilton segmented B2B sales into unmanaged self-service, hybrid digital, and complex advisory tiers.
- 2Reorganization addresses shifted buyer preferences toward digital booking and flexible support.
- 3Sales reps are aligned with distinct rhythms and engagement models based on client complexity.
Source: Skift
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