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Marlaina Capes

Marlaina Capes is a Senior Director of Client Services at the Sales Readiness Group (SRG). She has over 20 years of experience helping organizations improve performance in the areas of sales skills and leadership development. At SRG, Marlaina has worked with industry leading clients including Abbott, AdRoll, Alcon, Catalina Marketing, FactSet, Johnson Financial Group, Maritz, RingCentral, Univision, and Valmont Industries.

Sales Management | Sales Coaching

By: Marlaina Capes
October 2nd, 2014

Are you a good sales coach? Many managers rarely give this question much thought, and that is a pity since sales coaching effectiveness is a key sales management ability. If you can help your salespeople become more effective at selling, they will close more business, and rely on you less and less over time. Think about: increased sales and less time putting out fires. So how do you know if you are a good sales coach? Below are three methods for you to assess your effectiveness as a coach:

Sales Training

By: Marlaina Capes
September 4th, 2014

There are many sales training programs to choose from and the investment is not insignificant. In order to find the best program for your sales team, spend the time evaluating which specific skills your sales reps need. While most sales training focuses on the sales process, be sure that the skills align with the needs of your reps. Here five components to consider when choosing a sales training program:

Sales Process | Presenting Solutions

By: Marlaina Capes
June 23rd, 2014

We’re all familiar with the term Value Proposition. Most often, it is used to describe how your company differentiates itself from the competition. The marketing department usually puts together a good Value Proposition that's generic enough to be used in a variety of situations. But for purposes of presenting your solution to a customer; however, a generic Value Proposition doesn’t cut it. The sales professional must tailor the generic Value Proposition to the specific needs of the customer.

Sales Process | Call Planning

By: Marlaina Capes
April 27th, 2014

Let’s face it: when we think of a great salesperson, we often think of that hard-charging, fast-talking, go-getter that is in constant motion. When you catch them on phone, they are either in an airport, or in their car just arriving at a meeting or just getting out of a meeting, and so it goes all day long.