Sales

Sales performance

Exceeded annual performance goals, producing 238 definite booking leads that generated 143,805 total room-nights for Wake County. The direct economic impact (DEI) of this business totaled more than $87.8 million. 

Notable bookings include:

• N.C. Community College Systems, Oct. 2020, 3,500 attendees, 1,595 total room-nights;
  $1.4 million in economic impact*
• Facing Race, Nov. 2020, 2,500 attendees, 2,484 total room-nights;
  $2.4 million in economic impact*
• Campus Outreach, Dec. 2022, 1,600 attendees, 1,300 total room-nights;
  $1.1 million in economic impact
• Best Friends Animal Society, July 2022, 1,400 attendees, 2,730 total room-nights;
  $1.7 million in economic impact 

_{*Rescheduled due to impacts of COVID-19}

Business development and leveraging local connections 

Launched and implemented a targeted strategy for prospects by utilizing a variety of tools including Backyard Marketing, a platform used to leverage the power and influence of association board and committee members who live in our community in an effort to advocate for state, regional, national and international association meetings to select Raleigh, N.C. 

The team developed a list of qualified prospects that met the targeting guidelines of the Wake County Destination Strategic Plan (DSP). This data-driven strategy redefined the prospecting process by tracking key data points and meeting profiles, which enabled the team to target specific business based on rotation, industry and other demand drivers.  
 

Tradeshows

Represented Raleigh, N.C., at 40 tradeshows and events across the U.S., with exposure to more than 45,000 meeting planners in the Midwest, Mid-Atlantic, Northeast and Southeast regions. Each show provided the opportunity for face-to-face and post-show digital client engagement.
 

Signature client events

Hosted client events both locally and out of market to showcase our destination to leaders and meeting professionals who have the potential to influence organizations to host their meetings in Raleigh, N.C.
 

Six In The City

The 4th Annual Six In The City, A Southern BBQ Experience, was held in Oct. 2019 in Va. with record attendance. The Greater Raleigh Convention and Visitors Bureau (CVB) partnered with five other destinations to showcase each destination's unique styles of barbecue, craft beverages and live music.
 

Visit Raleigh Meeting Professionals Summit 

The CVB's Sales and Services teams hosted 100-plus Wake County planners and partners for the first annual Meetings Professionals Summit. The event included continuing education approved by the Events Industry Council, networking and a reverse tradeshow. 
 

Convention Center Complex Sales and Marketing Summit

In Feb. 2020, the CVB team presented initiatives from the meetings and conventions section of the DSP to the Raleigh Convention Center and downtown hotel partners. The Summit included updates on DSP prioritization, tactical strategy and plan implementation. 
 

COVID-19 response and recovery efforts 

COVID-19 response and recovery efforts shifted our role as consultants for meeting planners, hotels and Raleigh Convention Center partners to be a primary resource for the most updated city, county and state guidelines pertaining to gatherings and safety. The team refocused to assist with cancelling and postponing meetings and events, while proactively pursuing new business acquisition. Additionally, the Sales team concentrated on strengthening relationships with planners, and strategies were adjusted to be sensitive to the current environment. The revised tactics included a move to virtual platforms for tours, planner and partner meetings, educational events and networking. 
 

Industry leadership

Served on boards and committees in many key industry associations to position the CVB and the Sales team as leaders with influence. Organizations include:

• Eight Meeting Professionals International chapters
• National Coalition of Black Meeting Planners
• American Society of Association Executives
• Association Executives of N.C.
• Seven chapters of Professional Convention Management Association
• N.C. Technology Association
• International Association of Exhibitions and Events
• Religious Conference Management Association
• Society of Government Meeting Professionals (SGMP) 
• N.C. SGMP