New York, March 3rd, 2021

Based in New York, Shelbi Roe works on Business Development at Ruckus, a full-service agency that powers game-changing companies and global influencers.

She joined the agency in 2019 and since then has interacted with many clients, acting as the first touch point when they reach out to Ruckus.

In an interview with TIA, Roe described the misconceptions people tend to have of working in sales, claiming there’s no need to be pushy and demanding with clients.

She highlighted the importance of being transparent and committed to the client’s brand and listed the many things that make Ruckus stand out from the rest of the agencies in NYC.

What makes your NYC an attractive place to work and live?

New York City forces you to be the best version of yourself. You are surrounded by people who push you to new limits in the best way possible. The city itself throws challenges at you on a daily basis. Challenges you would never come across in other cities. You learn fast, grow fast, and succeed at new heights. I’ve been fortunate to find my dream job in a city with endless opportunities.

Not only has the city given me professional opportunities, but also amazing new friends and memories. The diversity in people, food, art, and music has opened my mind to new personalities and hobbies.

Please explain in brief your position and what you’re currently focusing on.

I act as the first touch point when an individual or company reaches out to Ruckus. I uncover prospects challenges and project goals to develop an approachable and useful scope of work. I speak with client types ranging from start-ups to Fortune 500 companies.

I am currently focusing on my method of upselling existing clients, client satisfaction through hand-off to the accounts team, and ongoing client advisory.

Which commonly misconceptions people have about your role?

I think people believe you need to be pushy and demanding to work in sales. Prior to working at Ruckus, I never thought I’d have the skill set to “close deals”, but I quickly learned that there’s room for a mix of personalities on a business development team. It is important to find your own niche rather than copy-and-paste.

I consider myself personable and transparent. I’ve also learned a good salesman/woman is working to solve an existing problem while also infinitying a hidden problem. It is important to connect with a prospect and curate to their specific needs. It’s not about “pushing” or “selling” something to a prospect, but consulting and advising them as an expert in the challenge they’re facing.

In your opinion, what practices are fundamental to develop a great client relationship?

Transparency and commitment to the client’s brand. Regardless of a client selling my favorite style of clothing or complex financial banking software I’ll never use, I stay committed to help my client achieve market impact and brand affinity.

What makes Ruckus stand out?

Ruckus is a business-minded agency who delivers creative solutions. We believe in hiring the best-in-class designers, coders, and strategies, but the work doesn’t stop there. Ruckus understands business models, market objectives, and finances to lead their approach in creative deliverables.

Ruckus is a homegrown agency. We didn’t spin off from one of the large agencies like you see commonly throughout New York. We’ve developed strong processes and relationships that have made us a well-known disruptive agency over the past 15 years.

Are you interested in any global issue?

There are so many global issues to discuss, but climate change has also been an ongoing issue I follow.

I do my best to understand how I can make a difference and pass along my knowledge to others who think they can’t. I’d love to make a better future for my (future) kids and so forth.

What advice would you give someone going into your position for the first time?

Learn as much as possible and don’t be afraid to fail. The sales industry is all about failing and knowing how to get back up.

Everytime you lose an account, there’s always an account around the corner to win. Utilize every resource possible to learn about the services/products you’re selling, the prospect industries you’re selling to, and the individual you’re meeting with.

Can you share a fun fact people would be surprised to learn about you?

I took a gap year out of High School and truly believe it was the best thing I could have done for myself at that time. Although I knew school was important for my success in business, the work experience seemed equally as important.

During my gap year, I worked at a real estate firm as an administrative assistant. It was nothing fancy but it taught me a lot. After my gap year, I moved from Seattle, Washington to New York City to start school AND a full-time job. I found a college program that allowed me to achieve both my academic and professional goals.

The United States is starting to see the gap year (better known as a European trend when I did it) become more and more popular with high school students today and I completely encourage it if the student has plans to work or travel to expand their life experience and knowledge in a way school doesn’t always teach you.

Thanks Shelbi!

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