Episode 49 of our monthly I’m In podcast, sponsored by Leonardo Hotels is available for our members to listen to today!Selling business-to-business is part art, part science. But in hospitality, it’s always about relationships.
In this episode, Phil is joined by Cosmo’s Kan Koo MBE FIH, the Institute’s very own Louise Brown MIH, and IoH Youth Council Committee member Harsh Sodhani AIH to explore the realities of B2B sales: from building trust and tailoring language to knowing when (if ever), a hard sell is appropriate.
This conversation unpacks the balance between data and dinners, the pitfalls of bad pitches, and why the human touch still matters in an increasingly tech-driven world.
In this episode, we discuss:
Why Our Guests Said, “I’m In!”
Kan Koo: A Member for nearly four decades, Kan has always been passionate about mentoring and supporting the next generation, while proudly championing diversity and inclusion through his restaurants.
Louise Brown: With hospitality in her blood, Louise has been part of the IoH on and off since 1989. She thrives on connecting people and ensuring members and partners get real value from their relationships.
Harsh Sodhani: Having built his UK career from scratch, Harsh values the IoH for mentorship, connections, and the Youth Council’s platform for new voices in the industry.
Members can follow the link below to listen to this episode now!
If you have any feedback about the show or would like to be a future guest, please contact Phil Street at phil.street@instituteofhospitality.org
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