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5 minute read

6 Excellent Sales Books for Top Billers

The (not-so) secret to being awesome at business development in recruitment is to always be learning. Sales and recruitment best practices are constantly changing, and if you embrace this as challenge to treat every day as a school day, you’ll continue to smash your targets, year after year.

With this in mind, we’ve put together a list of some of the best sales books that should have a place on every top biller’s bookshelf.

6 of the best sales books for recruiters

1. To Sell is Human: The Surprising Truth About Moving Others by Daniel H. Pink

best books for recruitersMany recruiters still don’t like to think of themselves as sales people, but as this book argues, almost everyone is a sales person in one way or another. Pink’s book offers a fresh look at how to approach things like elevator pitches and contains exercises to help you practice empathy/how to read others, which is often the hardest part of selling over the phone.

Why recruiters should read it:

It’s a refreshing read that encourages us to take a step back and try to understand why certain sales techniques work well whilst others don’t.

2. How to win friends and influence people by Dale Carnegie

This book is like the holy grail for those looking for tips on how to be instantly likeable, trustworthy, become a better speaker and win yourself new business as a result.

Why recruiters should read it:

You can have the best sales strategy in the world, but if candidates, clients and prospects don’t like your delivery, they’re not going to buy into you and your services. Learning how to have better conversations can be the most productive skill you can master as a recruiter, and this book is guaranteed to help you improve with this.

3. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount

Make your phone your friend-minThe title alone should be ticking all the boxes for agency recruiters and getting them excited! This book focusses on offering tips on how to keep your sales pipeline consistently active using various different techniques that are up to date with today’s landscape. It also has a big focus on social selling which we’re big advocators of here at Firefish!

Why recruiters should read it:

Prospecting in recruitment is a tough game, and this book focuses on modern techniques that have been used less prolifically within recruitment so have a high chance of bringing you success. It’s important to stay ahead of the curve in order to remain competitive, and this book can help you with that.

4. All Marketers Are Liars: The Power of Telling Authentic Stories in a Low-Trust World by Seth Godin

We all know how important sales is to recruitment, but the best recruiters understand how important great marketing is this job too. Almost everything you do in your day-to-day tasks involves you marketing yourself and your services in one way or another. But as the recruitment market gets increasingly crowded, it’s becoming harder to stand out and convince people that you’re the recruiter to work with over your competitors.

Why recruiters should read it:

This book includes lots of invaluable advice on how to discover and tell authentic stories that set you and your services apart from the competition. Info that will prove pretty useful in our current landscape!

5. 360 Degrees of influence: Get everyone to follow your lead on your way to the top by Harrison Monarth

Earning trust and respect amongst those around you is a key factor in expanding your reach and influence well beyond your recruitment network. And in our current landscape, it’s trust and authenticity that pulls in new business. In this book, Monarth spills the secrets to understanding what people want from you so you can convert them into your biggest fans who will help you to the top.

Why recruiters should read it:

This book has loads of invaluable insights on growing your personal brand – something we’ve learned should be a major focus for recruiters in 2019!

6. Business Development Culture by Alex Moyle

Sales tool landing page
Alex is a good friend of Firefish and we’re always blown away by his ability to explain complicated insights about the recruitment industry in a way that’s engaging and easy to understand. In his new book, Alex explores how to nurture a sales-oriented culture at your agency so you win business consistently every day without having to use hard sales tactics.

Why recruiters should read it:

This book would be great for agency owners and recruiters who lie awake at night thinking about lost leads and missed opportunities! It also just    encourages us to weave a sales mentality into our every day instead of a separate part of the job (that you probably enjoy the least!).

Bonus book (not published yet!)

The Robot-Proof Recruiter: A survival guide for recruitment and sourcing professionals by Katrina Collier

We’re constantly hearing that our jobs are at risk from AI, robotics and chatbots taking over. And whilst I’ve written in the past about how recruitment AI isn’t all it’s cracked up to be, it’s important that recruiters think about how to stay indispensable in a world that’s going AI mad! Katrina’s book looks at how to leverage the power of social and digital sourcing strategies to attract candidates when they’re experiencing online information overload.

This book won’t be published until August 2019, but you can pre-order it here.

Why recruiters should read it:  

The book is full of practical tips, and best of all - explains what works and what doesn't when trying to stand out, so you can avoid wasting time on strategies that won’t get you results.

And if you're still hungry to learn more, we just published a new eBook on how to update your recruitment strategy to reflect how forward-thinking sales people do things nowadays. Click to download below!

business man pulling graph to positive growth

About the Author: Joanne is a Growth Specialist at Firefish. She loves bringing on board new recruiters who are looking to innovate and recruit smarter. In her spare time, you’ll find her jetting off on holiday, enjoying a catch up with her family, or living in the gym on her latest health kick.

Follow them on Twitter or connect with them on LinkedIn.

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