Building the Sales Pipeline 2017




HSMAI BC Presents

Building the Sales Pipeline with Bob Anderson


Hyatt Regency Vancouver
655 Burrard St, Vancouver BC

November 2, 2017

Registration: 12:30pm
Presentation: 1:00pm-5:00pm
Networking and Cocktails: 5:00pm-6:00pm

HSMAI Member 
$40 Early Bird (until October 26th)
$50 (after October 26th)
Bring the Team (4 or more) 
$65/person Early Bird (until October 26th)
$75/person (after October 26th)

Non Member 
$75 Early Bird (until October 26th)
$85 (after October 26th)

Student $40


Ticket includes one Complimentary Drink Ticket



Meet our Presenters


Bob Anderson
Star Performance, Inc.




The Building the Sales Pipeline training will give you a step-by-step process of how to close more business and better business. How to increase your top-line revenues and profitability by closing the business you want to have, not just the business you can have. This session will be given in a highly interactive and upbeat manner. Each attendee will be provided with the knowledge and the tools to actually convert this knowledge into immediate action  and create measurable results.




Session Outline
        1. Understanding the three legs of selling and which one is most often missed.
        2. Common prospecting miscues and how to solve them.
        3. The fear of prospecting and the “million-pound-phone” and how to make if work for you, not against you.
        4. The selling truths (the 10% and 80% factors).
        5. The six-touch system beats the “3 and out” every time.
        6. Stack, pack and attack (planning your work and working your plan).
        7. The sales pipeline process:
        • Focus more on the front-end and middle activities and less on sales and you will close more business.
        • Break the process down to gain clarity.
        •  How to track and measure your personal activities to book more business.
        8. Learn to develop voice messages that differentiates your from your competition, creates curiosity and motivates your target prospect to want to talk with you.
        9. How to write emails that are opened, read and ACTED upon.
Length of the session is 4 hours.
Bob is a business coach, a results driven trainer and a new business development consultant to the hospitality industry and has been in business for over 20 years.
His unique approach to sales training through his Building the Sales Pipeline, Building the Culture of Service and Point of Contact Reservations Selling systems are producing huge up-side results for his many customers.
A featured speaker whose entertaining and upbeat presentation style has earned him rave reviews from many hospitality organizations.
Bob has been married for 29 years and has three wonderful children. When not conducting training seminars and webinars, he likes to read, work out and play hockey.

651 306-0050


Bob Anderson is one of our most requested speakers to bring back to our chapter. His workshop Building the Sales Pipeline is an interactive presentation allowing you to start and practice some of the skills trained during the seminar. When you leave, he gives you key takeaways that you can bring back to your business and put into action RIGHT AWAY!
Jenny Heger
Sales and Business Development Manager
Minneapolis Northwest Convention and Visitors Bureau

“Bob Anderson is a great sales coach and inspiring sales trainer. I attended his two day sales workshop and left the event fired up, with a new mindset, perspective and determination. Bob Anderson provided an armful of practical tips and tactics that I was able to implement immediately to gain sales and revenue for my hotel. If you want someone who brings significant value and impact then I can highly recommend Bob and Star Performance Inc.!”
Heather Harmeyer
Sales Manager
Residence Inn by Marriott Plymouth

Bob’s training is engaging and most importantly, it works! After Bob’s presentation, I had the game plan and all the tools I needed to build out my pipeline, and the only thing left to do was execute. For me, prospecting was challenging because of the lack of structure and therefore lack of confidence I had in my prospecting process.  Bob’s presentation helped me build out many great prospecting tools (templates, call scripts, e-mails, etc.) and laid out an easy to follow plan. The session was great in that it helped me develop a better awareness and understanding of the supplier/buyer relationship and what causes buyers to engage with salespeople. With Bob’s help, I’ve been able to awaken many unresponsive prospects and I feel much more confident about prospecting for new business. Not only is the content great, but Bob’s delivery is entertaining and engaging.
Nick Molitor
IDeaS – a SAS Company


Thank you to our event sponsors ...







This event is bullfrogpowered with 100% green electricity! What does this mean? Bullfrog Power puts 100% renewable electricity onto the grid to match the amount of conventional power used at our event!




Your HSMAI British Columbia Board

Brandi Lasanen, President - Hyatt Regency Vancouver
Glenn Widmer, President-Elect & Treasurer - Sabre Hospitality Solutions
Michael Lau, Past President - Accor Hotels
Robyn Wosk-Peter,Vice President, Partnerships -
Clint Banda, Vice President, Communication -
Anthony Woo, Vice President, Digital Strategy - Travelclick
Karen Tocher, Vice President, Membership - Expedia
Ann Merenda, Vice President, Logistics - River Rock Casino Resort
Sheri-Lynn Walker, Vice President, Education - Atlific Hotels & Resorts
Matt Lusk, Board Member at Large - Buckhiester Management Ltd.
Eric Jaltema, Board Member at Large - Wall Centre Hotels
Chantel Cook, Board Member, Education - Expedia
Jill Forbes, Secretary - The Loden Hotel 



The Hospitality Sales and Marketing Association International (HSMAI) is committed to growing business for hotels and their partners, and is the industry's leading advocate for intelligent, sustainable hotel revenue growth. The association provides hotel professionals & their partners with tools, insights, and expertise to fuel sales, inspire marketing, and optimize revenue.
Please visit to learn more about HSMAI and to become a member of the HSMAI British Columbia chapter, or for more information about the British Columbia Chapter.