Creators: Sales Representative Frank Rocks
Frank Rocks began his career working as a director and DP on small-budget commercials around Pittsburgh, PA. His freelancing days quickly faded when he transitioned in 2020 to the role of producer. Frank fell in love with the development process and had the amazing opportunity to work with brands such as DSG, UPMC, and a variety of Pittsburgh agencies. A strong understanding of the production process combined with a love for business development made him a perfect fit for his role as a sales representative. At Alkemy X, he leverages his connections and skills to build successful creative partnerships.
AX: Tell us about your role at Alkemy X.
FR: I mainly focus on outbound marketing. My goal is to introduce as many new agency folk to Alkemy X as possible.
AX: How do you actively grow your network and connections?
FR: I use tools like Apollo and Pipedrive to help with prospecting, followed by diligent outreach on LinkedIn.
AX: What’s the key to successful sales outreach?
FR: Thick skin. You’ll hear a lot of “no’s”, but when you finally hear “yes” it’s all worth it.
AX: What experiences or skills have been most valuable in your role as a sales representative?
FR: Casting wider nets. It’s important to not put all your eggs in one basket or convince yourself that a certain person, such as a creative director, that you’ve prospected, is absolutely going to love everything you share. It’s a numbers game!
AX: What role do tools and technology play in your day-to-day work?
FR: Time-saving tools like Apollo help me with a game plan each week.
AX: At what point in a project are you the most involved?
FR: At the top-of-funnel/intro meeting where I get to say, “Alkemy X is the bee's knees, man.”
AX: How do you tailor your approach when working with brands from different industries?
FR: Match the portfolio with the industry. I’ve found that most people aren’t interested in a Swiss army knife, they want specialty products.
AX: How do you strategically approach a pitch meeting?
FR: Tell them what they want to hear. Find out what their true needs are and sell them on that.
AX: Do you have a hack for cold emailing/cold calling?
FR: Espresso.
AX: What’s your biggest challenge as a rep?
FR: Staying positive during periods of radio silence.
AX: How do you predict your role changing over the next five years?
FR: A.I. will be my best friend.
AX: How do you differentiate yourself as a sales rep?
FR: Don’t sell them too early. It’s a long game, so play it that way.
AX: What goal are you working towards, personally or professionally?
FR: Personally, I’m excited to take my Avalanche Level 1 training course this year so I can do some backcountry skiing.
AX: Is there anything you’ve integrated into your work routine that has been game-changing?
FR: I prioritize sleep and exercise. It’s almost impossible to do cold outreach when you feel exhausted.
AX: What’s your favorite out-of-office activity?
FR: Steeler Sunday or skiing with friends.