In this episode of The Events Solutions Podcast, host Jorge Lopez sits down with Alana Pontecore, a Group Sales Manager in the Northern California hospitality scene, to unpack the real dynamics behind booking, planning, and executing successful events.

Alana pulls back the curtain on what a Group Sales Manager actually does - bridging the gap between clients and properties while navigating a constantly evolving buyer landscape that now includes everyone from meeting planners to executive assistants. The conversation dives into how genuine human connection, active listening, and adaptability have become the true differentiators in today's event industry.

From her early days at Starbucks to managing full hotel buyouts, Alana shares how foundational skills like relationship-building and communication have shaped her career. She also walks through the often-misunderstood organizational structure of hotels and highlights the importance of cross-department collaboration in delivering seamless guest experiences.

The episode takes a powerful turn as Alana recounts a high-pressure outdoor wedding threatened by unpredictable weather - revealing the emotional intelligence, flexibility, and leadership required to pivot under pressure while protecting a client's vision.

Throughout the conversation, Jorge and Alana reinforce a central truth: flawless events aren't built on perfection - they're built on trust, transparency, and the ability to solve problems when things don't go as planned.

• Genuine human connection is a major competitive advantage in hospitality

• A Group Sales Manager's role is about alignment, not just selling

• Today's event buyers include EAs, HR leaders, and executives, not only planners

• Listening deeply is more effective than pitching quickly

• Successful events rely on strong cross-department collaboration

• Flexibility is essential because no event ever goes exactly as planned

• Emotional intelligence is critical, especially for social events like weddings

• How you handle problems matters more than avoiding them

• Humility and accountability build long-term trust and respect

• Strong communication creates better client experiences and outcomes

• Preparation and adaptability lead to confidence under pressure

• Personalization and relatability help build stronger client relationships

• Not every client is the right fit, so qualification matters

• Experience teaches you to stay calm when things shift unexpectedly

• Perfection is not the goal, resilience and problem-solving are
  
  

Alana Pontecore is a Group Sales Manager based in Northern California, specializing in bringing corporate groups and events to unique hospitality properties. With a background rooted in both event planning and sales, she has developed a strong reputation for building meaningful client relationships and delivering high-level guest experiences.

Her career began in customer-facing roles, including her early experience at Starbucks, where she developed the communication and connection skills that continue to define her approach today. Over the years, Alana has worked across various hospitality environments, gaining deep insight into hotel operations, sales strategy, and event execution.

Known for her collaborative mindset and ability to navigate complex event logistics, Alana has successfully managed everything from executive meetings to full hotel buyouts. She brings a balanced approach of strategy and empathy - helping clients feel confident, supported, and understood throughout the planning process.

Her philosophy is simple: listen first, stay flexible, and build trust through transparency.