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Top 9 Sales Tools for Small Businesses

Online sales tools can help you win new business

You don’t have to run an online business to benefit from online sales tools. Even if you generate all your sales in the real world and have little presence on the web, you can benefit from web-based sales tools to support your sales management functions.

A sales strategy is easier to implement if it involves a well-motivated sales organization and is fully supported by sales tools. If you are struggling to improve the conversion rate of your initial contacts and you want to know how to increase sales, you should try to move to an online sales strategy that includes conversion optimization. The nine sales tools detailed in this review should get your sales management buzzing with technology.

1) Highrise HQ

Put very simply, the Highrise sales tool is an email address book that allows you to add notes to a contact’s details. That description may be an oversimplification; the system also includes a calendar section to enable you to schedule meetings and follow-up calls. The purpose of this sales tool is to improve the conversion rate of your sales organization by making details about the client available for future reference. If your sales management extends to a team, you can choose to share the details you note about a client with one, some, or all of your sales force.

2) Velocify

Velocify is the new name for Leads360. It is cloud based, which means you access the software and store your data on a host computer in the Velocify office. You don’t need to run your own servers to operate this system as your sales management tool. The system can integrate with other software popular with sales organizations. There is a version of Velocify specifically written to interact with Salesforce, which is a well-known sales management tool. The company’s other sales tools are called LeadManager and Dial-IQ. LeadManager enables a sales manager to schedule tasks for team members and track their activities in the field. You can set up automated follow-up emails in the system to keep a potential client informed while you attend to other tasks. Velocify Dial-IQ was written for telesales teams. Outgoing calls can be channeled through an area code that is local to the client, so a remote call center can appear to be in the client’s neighborhood.

3) Bidsketch

Not all sales tools are about customer relationship management. If your tenders and proposals need extensive details, then you may need a sales tool that specifically focuses on presenting bids. Examples of detailed proposals are those presented by advertising agencies or interior designers. Such proposals have to detail more than just a list of tasks and materials. Bidsketch allows you to communicate your proposal online, mixing text, calculations, and graphics. You can include a contract in PDF form with your bid, which the client can approve and commit to using the digital signature technology integrated in the Bidsketch sales tool.

4) ZohoCRM

Customer relationship management (CRM) systems track contacts with sales leads and store customer and sales information. Full CRM systems also include customer support systems, such as a help desk. Highrise is a CRM tool, but ZohoCRM is a more comprehensive package of customer relationship sales tools. The system is accessible from smartphones, so a sales team member can check customer details before and during meetings. Another feature for conversion optimization is access to social media channels, such as Facebook and Twitter. ZohoCRM has many features, so if you are searching for ways to increase sales and improve the conversion rate of your sales organization, check out the ZohoCRM website for all the sales management facilities the package offers.

5) Contactually

Contactually is similar to Highrise in that it is an email address book, like a contacts database married to an appointments calendar. This is a much smaller CRM system than ZohoCRM, so if you are an individual, you would be more likely to buy the single-user version rather than shell out for all the team functionality of ZohoCRM. Like ZohoCRM, Contactually offers access to customers through social media and is also accessible from smartphones.

6) Bloomfire

Bloomfire is a comprehensive CRM system. In fact, this sales tool extends beyond the boundaries of usual CRM functions to those such as staff training. The Bloomfire website explains the ethos of this package as “enterprise collaboration software.” The system can be integrated with other sales tools, such as Salesforce and SharePoint, and also includes interfaces to social media sites, such as LinkedIn.

7) Sidekick

HubSpot specializes in services to facilitate digital marketing efforts, and they produce Sidekick. You don’t have to be an online business to use this sales tool, however. Sidekick is like Highrise because it centers its CRM on an expanded contacts database that acts as an email address book. HubSpot is developing a full CRM system, and Sidekick customers will gain early access to the new sales tools before they are released to the general public in 2015.

8) RelateIQ

Salesforce is a sales management package that is well known among sales organizations for its ability to support conversion optimization. RelateIQ is a sister product of Salesforce, so it integrates well with its stablemate. RelateIQ is an email contact list-based system, much like Highrise and Contactually. If you find the customer contact features of Salesforce weak, add on RelateIQ.

9) Shoeboxed

Shoeboxed is a data scanning service that digitizes your receipts, business cards, and other sales documents. The documents are stored as images and uploaded to cloud storage, so expense receipts can be printed for tax returns. The information from the documents is also indexed so you can search your data store for any relevant information.

Selection

Some of the products in this list complement each other, while others compete to offer the same service. If you are a sole trader or small business looking for a CRM system, the lighter features of Highrise and Contactually would be suitable. As your company grows, you may find the extra features of Velocify worth the money. Larger sales organizations focused on customer contact would be better served by ZohoCRM or Bloomfire.

The Ultimate Resume Checklist

What to Include in a Resume

If you’re reading this article, then you’re probably also in the process of applying for a job. In that case, you’ve found the right place! Here at Inklyo, we know that even the mere thought of creating your resume can be daunting, so we’re here to help. Resumes do take time and patience, but if you’re equipped with the right tools and resources, you’ll have no trouble breezing through the resume writing process . . . and who knows, you might even have fun along the way! This resume checklist will discuss what to include in a resume and will focus on the following topics:

Sections (or headings) to include
Information to omit
Design elements
Spelling, grammar, and punctuation
Additional tips to make your resume stand out and help land you that dream job

The Resume Checklist

Feel free to read this checklist as you’d like—from beginning to end, or just the sections that pertain most to your resume writing needs. We do, however, suggest reading through the tips to the end—you’ll find some great advice that will really take your resume, and resume writing skills, up a notch!

What to Include

✓ Contact information. Full name, address (street name and number, city, state, and zip code), phone number (home or cell; choose the one you use most often so it’s easier to reach you), email address (keep it professional), and a link to your LinkedIn profile (if you have an account; optional). Depending on your industry, you can also include a link to your professional website (if you have one) or a portfolio of your work.

✓ Summary. A few brief but comprehensive sentences at the top of your resume highlighting how your skills and accomplishments will benefit the company you are applying to. Try to match this information with the qualifications outlined in the job description.

✓ Relevant knowledge and skills. A concise bulleted list of your knowledge, skills, and attributes that apply to the position at hand.

✓ Work experience. A comprehensive summary of your work history from the past 10 to 15 years. These must be listed in reverse chronological order, which means listing the newest positions first. For each job, include the company name, your position, the dates you worked there (months and years), and a few bulleted points outlining your duties and accomplishments in your role.

✓ Education. Also list your education in reverse chronological order. Unless you’re in high school, it is not necessary to include your secondary education. Rather, focus on your post-secondary education (university and/or college).

✓ Volunteer experience (optional). List any volunteer positions you have held, especially if they’re relevant to the job you’re applying to.

✓ Industry-specific extras (optional; list each under its own heading). Licenses and Certifications, Publications, Professional Affiliations, Professional Memberships, Awards and Recognition, Portfolio

What to Omit

✓ Non-job-related social media profiles. This includes Facebook, Twitter, Instagram, and Google+.

✓ A “Career Objective” section. Instead, write a summary that explains why you’re qualified for the position and what makes you the best candidate.

✓ A “References” or a “References Available upon Request” section. If a potential employer needs references from you, they will contact you.

✓ Pictures, tables, graphs, or charts. They are unnecessary and will cause confusion for both readers and applicant tracking systems (ATS).

✓ Gender, age, or marital status. These personal details are not necessary to include, as employers are not allowed to make decisions based on an applicant’s status.

✓ A photo of yourself. Save this for your LinkedIn profile, and make sure it’s professional looking.

✓Fraud, padding, and exaggeration. Don’t lie!

✓ Clichéd words. Avoid words such as try, love, seasoned, experienced, creative, and innovative. Many of these words are vague, over-used, or have lost their strength. Focus on showing your skills rather than telling about them.

Design Elements

✓ Document type. Unless the employer asks for a specific format, prepare your resume as a Word document (.doc or .docx). Word documents, as opposed to PDF or other file types, are the most common and are, therefore, the easiest to be emailed/attached, opened, and read.

✓ Format. Write your work experience and education in reverse chronological order. This means listing your positions from the newest to the oldest.

✓ White space (or negative space). This refers to margins (the areas between the main content and the edges of the page), gutters (the vertical space between columns), and the spaces between lines of type and graphics or figures. Having a balance between white space and content will keep your resume from looking cluttered while drawing the reader’s eye to certain sections.

✓ Font style, size, and color. Use a font that is easy for both ATS and a real person to recognize: Arial, Calibri, Verdana, Times New Roman, Georgia, Lucida, Tahoma, or Trebuchet—these fonts were designed for the web. The font size should be between 10 and 12 point, and the color should be consistent throughout (black).

✓ Margins. Use 1-inch margins all the way around your resume. This will ensure that no information gets cut off if a paper copy is printed and that no information will be lost to ATS if it falls outside the margin.

Spelling, Grammar, and Punctuation

✓ Attention to detail. Spelling and grammar are important indicators of a candidate’s attention to detail; they highlight defects rather than spotlighting qualities. It is nearly impossible to recover from spelling errors on your resume.

✓ Action words. Use words that convey action, such as advised, examined, oversaw, prepared, resolved, and compiled.

✓ Consistency. Be consistent with your punctuation throughout. This includes putting periods at the end of complete sentences, using only single or only double quotation marks, using the serial comma, and using only straight or only curly quotes.

✓ Acronyms. Always make sure to spell out any acronyms in full upon their first use.

✓ Editing. Make sure to take the time to thoroughly edit and proofread your resume. Even the smallest spelling mistake can have a disastrous effect, so pay extra attention when reading through your resume. You may even want to use a professional editing service to have an extra set of professional, discerning eyes catch any errors you may have missed. Editing is crucial for two reasons: 1) ATS software will miss important keywords and phrases if they’re spelled incorrectly, making your resume more likely to get rejected and 2) A hiring manager who sees mistakes in your resume won’t take you seriously and will think you are lazy, which also makes it more likely for your resume to get rejected.

✓ Punctuation. Make sure to use punctuation marks properly. Know the difference between a hyphen (-), an en dash (–), and an em (—) dash; when and how to use a semicolon (;); how to properly use a comma (,); and how a period (.) should be placed at the end of each complete sentence.

✓ Capitalization. Capitalize words correctly. Do capitalize names; proper nouns; names of cities, states/provinces, and countries; languages; company names; brand names; and months. Do not capitalize job titles (unless they come before a name); college/university majors; important-sounding career words that aren’t proper nouns; seasons; or directions.

Bonus Tips for an Outstanding Resume

✓ Customization. Tailor your resume specifically to each job that you apply for. This means incorporating words and phrases from the job description—as they apply to your skills and experience—directly into your resume. Try to put most of these words and phrases in the top-third of the first page of your resume.

✓ Template. Stay current and use a modern and professional resume format, but avoid using a template. A template will make your resume look too generic, and it won’t stand out to a potential employer.

✓ Pronouns. Don’t use third- or first-person pronouns. For example, instead of saying “Annie prepares” or “I prepare,” just say “Prepare.”

✓ Email address. Make sure your email address is professional and appropriate, and avoid using a nickname. Think john.smith@email.com as opposed to crazyjohnny27@email.com.

✓ Metrics: Include performance metrics to show exactly how you helped the company. This could mean percentages, dollars, percentages, or time frames.

✓ Keywords. Include industry keywords in your resume, but not too many.

✓ Cover letter. Supplement your resume with a cover letter, especially if the job description calls for one. If you don’t include this important document when it’s asked for, it’s highly unlikely that the hiring manager will even look at—let alone consider—your resume, regardless of how qualified you are for the position.

Quick Reference: Resume Sections

If you’re a bit unsure about how to structure your resume to include all the required information, here’s a tool you can use to guide you. This isn’t the only way to structure a resume, but it’s a great starting point from which you can expand and personalize as much as you want.

Resume Section	Where Is It?	What Does it Tell the Reader?
Main Header (Name and Contact Information)	Very top of first page	Tells the reader your preferred name and the best ways to contact you
Summary	Top of first page, under main header	Explains why you’re qualified and sums up why you’d be the best candidate for the job
Knowledge and Skills	Top third of first page, beneath Summary	Tells the reader how your knowledge and skills match those required by the position
Work Experience	Middle of first page, beneath Knowledge and Skills	Explains how your professional achievements could benefit the company you’re applying to
Education	Beneath Work Experience	Shows the reader whether you meet the educational requirements for the position
Other Information	Beneath Education	Shows how your other assets would be beneficial to the role being applied to. Examples include volunteer work, additional honors or completed courses, etc.

Conclusion

So there you have it—the ULTIMATE resume checklist. Comprehensive? Yes. Helpful? We hope so! Now that you’ve read through the resume tips outlined above, you should be confident in creating an outstanding resume that’s up to date, modern, and exactly what your potential employer wants to read. You now know exactly what to include in your resume and what to avoid, how your resume should be designed and formatted, and how to put it all together. But before you send it off, make sure to edit, edit, edit! Using an editing service will ensure your resume is error free so that you land that dream job.

Take these tips, apply them, and share them with your friends! There’s nothing better than that sense of accomplishment you feel after completing something you worked really hard on, and that’s what we want to help you achieve. Best of luck!

Top 5 Customer Relationship Management Tools

Improve customer support with customer relationship management tools

You may have seen the term “CRM” bandied about on blogs and technology sites and wondered what it means. The term stands for “customer relationship management,” and it’s a hot topic for small businesses. CRM is all about improving contacts with existing and future customers. It runs from a sales office fielding calls from potential customers, through to scheduling sales meetings, and on to customer service and technical support after a sale. Maintaining an office just for customer support is an expensive luxury that most small businesses just can’t afford. However, more and better customer relationship management tools are now becoming available to reduce the complexity of this field of business to the point where an existing small team can integrate CRM functions into its usual work schedule. This review examines the top five customer relationship management tools currently on the market.

1) Zendesk

One of the main benefits of customer relationship management tools is that they enable you to focus all the contact channels customers may use to contact you in one dashboard. You centralize information gathered by different team members during customer contact, share any pertinent information, and enable the customer to feel recognized. There is nothing more annoying than calling a company, getting transferred to different people, and having to explain your needs all over again. Zendesk helps keep your team informed regarding contact with customers made by other team members. Therefore, it helps reduce repetition of effort and improves response times to customer queries through workflow scheduling. This customer relationship management tool is cloud based, so you don’t have to install any complicated software, and your team members can access the system from home or while on the move. One element of the Zendesk suite enables you to set up self-help systems, so customers can browse a set of solutions without having to call in for technical support.

2) Get Satisfaction

Zendesk includes a customer self-service module to help reduce the demands on your technical support team, but Get Satisfaction takes this concept one step further by fostering the creation of customer communities. This is like having a Facebook specifically dedicated to your company, its products, and its customers. You encourage customers to check out the community when they first visit your website. This has the benefit of getting existing customers to guide potential clients on the value and usage of your products. People naturally resist sales pitches, so being able to talk to existing customers gives first-time visitors the courage to buy. The community ethos carries through the customer life cycle, enabling customers to advise each other about how to install and exploit your products to their full potential. Customers having trouble with a purchase can use the community for technical advice as well.

3) SurveyMonkey

SurveyMonkey is the world’s leading online survey platform. It includes access to millions of respondents in the world population, which enables you to research the appeal of your products while they are under development. However, surveys and questionnaires are also key tools in CRM, and you can use SurveyMonkey as a customer relationship management tool. Customer feedback is a key input to improving your services. People are sometimes reluctant to complain if they received poor service, but they will tell their friends, meaning you will lose potential customers without realizing your company is doing anything wrong. Prompting customers for feedback, especially those that chose not to buy, will help you highlight and fix weaknesses in your business’s customer services.

4) Casengo

Casengo is a lot like Zendesk, but it’s a lot cheaper. It can be difficult to choose between these two customer relationship management tools, but fortunately, both offer a 30-day free trial, so whether you choose Casengo or Zendesk may just come down to which of the two you feel more comfortable using. Like Zendesk, Casengo centralizes customer contact channels and provides a central store for records of contact events. Casengo also has a customer self-service module. Both Casengo and Zendesk have a free version with limited functionality. The free version of Casengo only allows you to monitor chat-based contacts with customers. The free version of Zendesk only covers email contact. Casengo is based in Amsterdam, in the Netherlands, so its tariff is priced in Euros, not US dollars. Casengo’s basic paid plan costs €9 per user per month, whereas Zendesk’s cheapest paid package costs US $25 per user, per month. Casengo offers a free trial of any of its packages, but Zendesk’s free trial offers its mid-range package, which retails at US $59 per user, per month. The equivalent package at Casengo costs €29 per user, per month.

5) Deskero

The distinguishing feature of Deskero is that it integrates with Facebook, Twitter, Google+, LinkedIn, and YouTube. So if you focus your marketing efforts on social media, it’ll probably be the most appropriate customer relationship management tool you could choose. The Deskero presentation specifically refers to the system as Help Desk software, so they don’t aim to fulfill all CRM functions, such as pre-sales and sales force support. Deskero has four different price packages, the cheapest of which is free. The free version allows for only one user and integrates with just one social media platform. The cheapest paid package costs US $15 per user per month and can be integrated with accounts on all five of the social media platforms that Deskero supports. Your help desk webpages are hosted on a subdomain of the Deskero site. Although Deskero’s user interface comes as a standard series of pages, these can be customized to reflect the look and feel of your main website.

Prioritize customer support

Customer relationship management tools enable you to quickly and cheaply offer online customer support, without the need to outsource services to a call center. Whether you expect to get customer approaches via the telephone, through a chat screen on your website, or via email will dictate which of the CRM tools listed in this review work best for your enterprise. Fortunately, all these tools offer trial periods or free versions, so log in to each, and play around with their systems to decide which customer relationship management tool is right for you.