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It hit me like a ton of bricks yesterday. A prospect for my business growth consulting group decided to go with a competitor. Egads! I mean how could they pick someone else? This is when I started analyzing the situation, and came up with all the possible ways I could have prevented this. If only I had called them more frequently. If only they had heard about my company first. If only our pricing was different. If only they knew the amazing work we do, and how we can radically help them. If only is one monster of an excuse. It justifies a problem by saying there is one simple fix. It makes you feel good, since the next time I will have fixed this one issue and everything will be just rosey. But the reality is my failure to land this client could be due to a million reasons. The customer may have decided to work with a friend, or maybe my price was in fact too high (or too low – yes coming in too low can cost you work too), or maybe it was a mix of things. Every customer, and every experience is different. It is rarely one specific minute thing you need to address. More often it is a big picture problem: if I had a strong culture of communication – if we demonstrated why our prices represent huge value – if we made our company’s presence more prominent – those things may have put me on top in this case, and surely in the future. The next time you catch yourself saying if only realize you may be putting all your attention on a problem that no one cares about. You are likely pin pointing one small cause, when there is in fact one big all encompassing cause. The only part of if only is a trap. http://www.mikemichalowicz.com/the-biggest-excuse-we-tell-ourselves/ If only. . . That’s it! If only is the biggest excuse we tell ourselves.
How to get to the key decision maker
If I had a product I wanted to sell you, would you ever let me solicit you? Hell no. No one wants to be sold to. So you put barriers in my way: voice mail, receptionist, email, no solicitations signs. Yet, entrepreneur after entrepreneur and salesperson after salesperson tries to sell their way into key decision makers. Sorry, but it won’t work. There is a better way. What if I called you to write a dossier about you for my website, newsletter or magazine? What if I contacted you to interview you? You would take that call in a heartbeat. Journalists get access where salespeople don’t. So, stop being a salesperson and become a journalist. Reach out to an industry trade mag and offer to write a column for them. Create an informative blog or podcast to talk about the industry you serve. Then start interviewing. You will gain access to people you couldn’t have otherwise. With that access comes the privilege of a budding relationship. And a good salesperson knows exactly how to handle a budding relationship. http://www.mikemichalowicz.com/get-key-decision-maker/
3 simple rules for selling more to your existing customers
Yesterday, one of my ex-client called me up, and asked my advice on – How to get more business? If I didn’t have a good idea about their business then I would have advised them on few market expansion strategies. But I knew that he already has few major players of the industry as his clients, and he can get more business from them. And that’s where I got an idea for my new blog post. If you own a business with already established accounts, then increasing sales from the existing customers would be the best bet. Although this type of account management strategy sounds simple to plan, it is tough to execute. Here are three simple rules that might work well for all type of businesses. HonestRule 1: Be honest about deliverable of your product or services. Your job as a relationship manager is to ensure that you give the customer accurate status. Obviously, you don’t want to announce problems using mass emails. However, if a major delivery is at jeopardy, the best way to handle it is to be upfront with the customer and present a problem resolution plan. Repeated honesty in disclosing problems and sincerity in trying to resolve them will help you to earn customer’s loyalty. These loyal customers will pave the way for the next deal. Rule 2: Don’t harass your customer. Relationship managers should focus on delivery rather than upfront sales. If delivery is done right, your customers will become the salespeople for you. It is best to slowly build the relationship and then talk sales, not vice-versa. SocializeRule 3: Relate with your customers on a personal level. I do independent management consulting, so I don’t have any account manager to handle my accounts. I, myself, have to work as a relationship manager for my customers. I try to invite my local customers to the bar and lunch quite regularly. If you got to know individuals personally outside their professional role, you are going to get more business from the same customers. I hope my article was helpful, and I am eager to hear your feedback. Thanks. – Bhavin Gandhi Source of link: http://bhavingandhi.com/2010/10/30/3-simple-rules-for-selling-more-to-your-existing-customers/
Foong Yen Nee
9 Sales Skills You Absolutely Must Have Even If You Are Not in Sales
No matter what your role, selling is part of your job. Of course to many people the word “selling” implies manipulating, pressuring, cajoling... all those high pressure salesman stereotypes. But if you think of “selling” as explaining the logic and benefits of a decision, then everyone does needs sales skills: to convince others an idea makes sense, to show bosses or investors how a project or business will generate a return, to help employees understand the benefits of a new process, etc. In essence, sales skills are communication skills, and communication skills are critical in any business or career. So I asked Inc.com's resident sales guru, Geoffrey James, author of Business Without the Bullsh*t, for the basic selling skills everyone needs in order to be more successful. Here's Geoffrey's list: 1. Researching customers. Whether you're selling to an external customer or an internal one (like your boss), the more you know about the buyer, the easier it is to influence their decisions. 2. Creating rapport. The first decision every customer makes is: "Do I want to do business with this person?" To create a quick connection, be curious, be personable, and care about other people. 3. Asking questions. If you can't satisfy a customer's real needs, you can't make a sale. And if you don't ask the right questions, you'll never know what your customers need and won't be able to help. 4. Listening actively. When customers are talking, it's not enough to keep your mouth closed. You must also keep your mind open to discover ways to truly be of service. 5. Getting commitments. Every contact with a potential customer should result in a commitment from the customer—an agreement to do something that will move the process forward. 6. Presenting solutions. Once you've learned how you can help, you must be able tell the customer's story with you and your product playing a key role in helping the customer succeed. 7. Closing the "sale." At some point, you've got to ask for a decision. The "close" will emerge as a natural part of the conversation if you've exercised the previous skills. 8. Building relationships. Your goal should always be to build a life-long relationship rather than to merely make a short-term sale. 9. Feeling grateful. People who approach selling (and life) with a sense of gratitude squeeze more joy out of success and experience less disappointment when they fail. Source: http://aims.bg/News-8/Sales-Skills-You-Absolutely-Must-Have-Even-If-You-Are-Not-in-Sales-87
Executive 0 3
Think About It, Why Do Employees Quit Their Job
Employees can come in any shape and size. They may come from different culture, ethnicity and status. But you can never deny the fact that they quit their jobs from time to time because of several reasons. Some will give you the reason of relocation, prefers to be stay at home with their kids, and there are also times that out of the blue, they just realized how important school is. These reasons, no matter how true they are, are giving the employers no choice but to let them go because they involve life events in an employee’s world outside of work. However, on the other hand, most reasons why employees quit jobs are under the employer’s control. It is a fact that any element that the current workplace, the culture and the environment and also how the employee perceive the job and the opportunities are all factors that the employer can affect. Here are the 6 dreaded reasons why an employee leaves his job: Employer- employee relationship. Employees are expected to display kindness and obedience towards their bosses. However it doesn’t necessarily mean that they have to be friends with their boss. All they need is to have a civil and decent relationship. The boss is the most important person in the company and any rifts at work won’t help. Wants to go out of their comfort zone. There are times that when an employee keeps on doing what he did from the very first day of his employment, the employee can become bored and unchallenged by the work. Of course, no one wants to be unchallenged and bored by their work. If in case you notice that an employee of yours is de-motivated, help him get back on track by helping him find his passion again. Co-workers. Relationship with co-workers is one main reason why an employee leaves his job. A difference in culture, beliefs and sometimes a petty argument over something, it may be work or non- work related that can definitely trigger this. Opportunities to showcase skills and abilities. There are times that employees are less challenged by what they are doing at the moment. And when an opportunity knocks on their door giving them chance to show what else they can do and offer, right then and there, without any questions, an employee submits his resignation letter to the company. Company’s financial stability. Employees decided to be employees not just to show their bosses their talents. Of course, like any human being, an employee has immediate needs like food, shelter and health. And when the organization that houses them declares financial trouble, the employee’s initial reaction would be to get out of the company and look for a greener pasture. Career Advancement. If an employee feels that all of his efforts are not being recognized and acknowledged, it is automatic for an employee to get out of the job and find another employer who can definitely give value to his strengths. Of course self fulfillment and employee’s ego is at stake here. sources: http://www.hrinasia.com/employee-retention/think-about-it-why-do-employees-quit-their-job/
The First Step to Success In Professional Sales
For many successful relationships, the rule of thumb is you should never assume anything and should always ask questions instead. As a successful professional sales person though, that rule should just fly out the window once and for all. Otherwise, you will risk losing many sales that would have otherwise helped you reach into the more successful realms of your career. Study the following 3 reasons why making assumption is a must in professional sales so you will know how important it is to assume. 1. To discern who really needs your products or services. If you just call people or businesses and ask, “Hey, do you need what I’m selling?” you will get a lot of No’s. This happens even if those you call on really do need it just because they didn’t have time to really think about how much they require what you are offering. On the other hand, if you call people or businesses that you can safely assume need your product and let them know you are aware of their needs, they will listen. Needless you say, you will get more sales than simply asking a “yes” or “no” question. 2. To sound more knowledgeable. When you make intelligent statements about your customer as to how they will benefit from your products or services, you will sound as if you really know what you are talking about. When you come across as being an expert about what you sell in this way, you will gain more trust and boost your sales because of this. 3. To save time from gaining answers to questions you already know the answer to. It’s an old sales gimmick to ask a lot of questions that you know your customer will say yes to in order to get them in an agreeable mood. However, when you do this, your potential customers will see right through that gimmick and you will lose favor with them. Simply put, don’t ask obvious questions just to get “yes” answers. The trick gets down to understanding your customer and making the right assumptions about what they need before approaching them with a pitch. What assumptions have you made that landed you on the largest account?
7 Essential Facts Your Sales People Must Know
1. 90% of marketing deliverables are never used during or after sales calls. Marketing departments spend much time researching, designing, and marketing materials to aid salespeople. Whether these materials are for internal or external use it can be utilized to prepare for prospecting or create a discussion. If collateral isn’t being utilized or distributed, it’s just a waste of time and money. Marketers want drive revenue through their efforts, but this often requires the sales team to spend valuable time through manually connecting each relevant campaign with a contact record in a CRM. Even if the sales reps do understand the value in making these associations with each marketing effort, it can be very difficult to get started and then stay up-to-date across the entire sales team. 2. Numbers aren’t everything. The quality of the leads that you contact is more important than the amount. Quality over quantity. Genuine leads are more desirable because they have a better chance of actually moving forward to the next step of your sales process. Consider the amount of time it takes to research and prepare for the meeting, would you rather spend time on an un-qualified lead or someone that is already interested in hearing what you’ve got to say? I think most of us prefer the former lead. However, instead of just getting leads, why don’t you track the progression of new contacts and how they convert through your sales process. For instance, what does it take to get a new contact to become a suspect to prospect to scheduled appointment to closed customer? This is an opportunity to focus on assessing the new contacts you’ve gained and then analyze the success produced by the campaign. Remember, taking the time to calculate campaign metrics and reflect on your lead generation process can be very insightful and informative for how you track, measure and optimize your lead generation campaigns more effectively. 3. 80% of sales are closed on the 5th contact with the prospects. Typically, most of the prospects we talk to are not ready to commit on the very first meeting. They will most likely need some time to consider their options and think about the product or service being proposed. Often times, closing a sales takes time and many meetings. There are lots of pre-sale considerations that need to take place. For instance, there could be other meetings to include other stakeholders to ensure buy-in, bring in any technical/operations people, negotiating, and then planning for implementation. In most cases, if you are working with a prospect to close a deal, it’s reasonable to say that about five meetings are needed to satisfy the many stages of the sales process. 4. Price is not the primary reason why a product is purchased. Price-cutting is a common sales tactic for fast-moving goods that have many similar substitutes easily found in the marketplace. The competition is fast and fierce so it’s important that you make your product or service stand out from the competitors. Make it valuable and keep it simple. How can you do this? Marketing material is the key to closing your deal. (refer to #1). Remember, when it comes to negotiating, stick to your gut. Your job is to prove to the prospect that your product/service will help them solve a challenge they are facing. You are an expert in your product and you know what the deal is worth, so weigh the pros and cons of the deal as if it was going to happen. 5. Thursday is the best day to prospect, Tuesday is the worst. Thursdays are the best days to contact new leads. And believe it or not, both Thursdays and Mondays are almost 50% more effective than other days throughout the week when it comes to reaching out to new people and qualifying new leads. On the other hand, according to a recent survey, Tuesday mornings at 11:45am is the most stressful time of the working week. Although we all know Mondays can be a little tough, Tuesday is the day reality sets in and we put our nose to the grind to try to get as much work completed as possible as well as filter through all of those pesky emails that have been piling up in your inbox. 6. 4:00pm – 6:00pm is the best time to make contact with a lead. What time of day do you usually prospect for new leads? Typically, early in the morning can still be one of the best times to qualify a lead, however, late afternoon and shortly after regular business hours have been identified as one of the best times to make contact with a new lead. Remember if your lead is in local time or in a different time zone, this could be crucial towards your timing. There are not usually as many meetings scheduled for this time of the day compared to the rest of the day and so there is a great chance of the decision maker that you need to connect with being at their desk. The lunchtime period of 1pm to 2pm is one of the absolute worst times to call a new lead. Typically, this is the time that people are out to lunch, just coming back from lunch or running to another meeting after lunch. Regardless, it’s not an optimum time to call new leads. 7. Top sellers use Linkedin at least 6 hours a week. Linkedin has proven itself as an extremely powerful tool for business professionals in any industry. Linkedin can be a fantastic way to interact with new audiences and search for new leads within companies. Sales professionals can subscribe for extended access to profiles and advanced targeting. Linkedin Sales Solutions allows you to discover valuable information about your sales prospects to initiate conversations. The services Linkedin provides allows sellers to build trust and rapport with warm introductions - never cold call again! If you are not using Linkedin already, you must do so now! http://blog.dmtraining.net/blog/7-essential-facts-your-salespeople-should-know
Tips on building an alluring resume as a civil engineer.
Resume is a marketing tool which you can you to market yourself as a civil engineer. This makes it one of the most important task; requiring utmost attention and care while making a resume. - Since recruiters have to go through hundreds of resumes to shortlist candidates, this leaves with you no other option than to make a resume which is catchy and precise. - When describing your experience or skills keep the most relevant ones on top, mention all your work experience in a chronological order, select a format that is evenly balanced between your set of skills, educational qualifications and work experience. - The most important part is to proofread your resume first by yourself and for the second time for someone else, to ensure that it is error free. - Avoid any distracting or irrelevant information which might drasctically impact your candidacy.
Marketing 0 17
Skills that can help you qualify as an electrical engineer
Electrical engineering is one of the significant career choices for many aspiring engineers. To become an electrical engineer, one needs to pursue a degree course as electrical major. Besides, one has to have the urge to be updated about the new technologies being utilized in this industry. The students get to study all the relevant modules in their academic curriculums, but there are still some other skills, one needs to possess to qualify as an electrical engineer. These are not the subject related skills, but the ones that you should adapt to fit in your job. Qualities of an electrical engineer You may think that your understanding about the core concepts and job responsibilities in electrical engineering can take you ahead, but there lie some other qualities that you need to develop within. Communication skills It is always essential to communicate clearly in any profession and so, in this industry too, you have to be clear with your ideas and speech. It is important to make your team members understand what actually your point is. If in case, you are unable to do it efficiently, your skills as an electrical engineer may not be of use, without being communicated. Especially in a profession like this, where a lot of systems and technologies are involved, one has to be precise and clear. So, make sure before you get into the industry, you have it in you to communicate efficiently. Eye for detail An electrical engineer deals with the intricacies of small electrical systems to huge power houses. They are involved in design, installation and maintenance of these systems, which require proper handling and understanding of core concepts. Further, to manage such systems, one should also have an eye for detail to track any kind of complications. This quality helps especially during the testing of electrical components. Decision making Self confidence and decision making are among those traits that a leader should possess. You may witness many instances where you are asked to lead a project on your own. In such cases, your decision making skills may be tested many a times. So, you should be ready with your abilities to decide, which way to go at what time. Love for science & technology If you have your own way with science, then you are probably on the right path. To be successful in a profession like this, you need to have passion for science and technology. One of the reasons to have such a quality is to be compatible with newer technologies hitting the market every day. So, try to have the most of it and stay updated of the technologies that are considered essential in electrical engineering jobs. Problem solving Looking for an apt solution to a problem has to be a trait of an engineer, and so being an electrical engineer, who works to deal with intricacies of electrical systems, you should possess this quality. Source : http://www.examiner.com/article/skills-that-can-help-you-qualify-as-an-electrical-engineer
Top 5 Engineering Apps
Major engineering organizations like Gamuda Bhd, FreeScale and more are becoming demanding when it comes to technology and talent acquisition. As an engineer, it would only make sense that you would want to get things done easier and more efficiently. That is why it’s important to ask yourself if you are using the best 5 engineering apps available for your iPad. If you are wondering what they are, you no longer have to wonder, because here they are: 1. The LuxCalc Fluid Prop mechanical engineering app is perfect to allow engineers who work in thermal analysis to quickly and accurately calculate thermophysical properties of common fluids. This includes specific heat, absolute viscosity, kinematic viscosity, thermal expansion, and more for engineers to quickly calculate on the go. 2. The Graphing Calculator app offers a high resolution function plotter and scientific calculator. With it, engineers can quickly plot and trace multiple equations on the same graph. It has a custom keyboard to help enter equations quickly and pinch to zoom or drag or slide to be able to scroll the graph in real time. Engineers can then take screenshots and email graphs. 3. The TouchCalc app has three different modes including a scientific mode so engineers can get the numbers they need when they needs them. There is also a statistics mode and bit/integer mode that offers operations on bit level. 4. The Mechanical Engineer app includes more than 300 mechanical engineering formulas and over 300 conversion formulas along with 70 area formulas. There are bearings, belts, boilers, brakes, clutches, elevators, gears, fluid power, heat transfer, internal combustion, kinetic energy, power plants, shafts springs, and vehicle drive options. 5. The Engineering Professional app is an excellent referencing tool with more than 650 formulas in chemical, civil, electrical, environmental, hydrology, and mechanical engineering. There are 100 conversion formulas and a section for determining area formulas. There are other fine apps out there for engineers; these are the best 5 engineering apps to start with. Then, you can always find other great apps that will help you get your work done more efficiently and effectively. Go please your boss! Are you using any apps that helps your work?