In this episode of the NextGen Case Study series, we sit down with Thomas Ross, Director of Sales and AI at SOAR, to dive into the future of sales in the digital age. Thomas shares his journey from traditional sales methods to AI-driven strategies, explaining how technology is reshaping the way organizations interact with customers. Throughout the conversation, Thomas emphasizes the importance of bridging the gap between old-school sales tactics and modern digital tools, helping companies stay relevant in an evolving market.
We discuss how AI is no longer just a tool for efficiency but a fundamental part of the customer experience. Thomas explains the shift from manual sales techniques, like cold calls and door-to-door marketing, to an ecosystem where AI assists businesses in meeting customers where they are. He highlights how businesses must adapt, moving from chasing customers to attracting them by optimizing their digital presence. The conversation touches on transferable principles that still hold value in the world of AI—specifically the importance of understanding customer behavior and ensuring alignment with their needs.
As the discussion unfolds, we zoom in on practical examples of how Thomas and his team are using AI to create a more powerful and intuitive customer interaction process. He talks about the tools they’ve implemented to make online meetings, analytics, and buying signals more actionable for sales teams, ensuring better customer engagement. With a focus on relationship-driven marketing, Thomas dives into how businesses can create genuine connections and avoid coming across as too sales-driven or transactional.
Toward the end, Thomas offers advice for businesses feeling overwhelmed by the transition to digital. He encourages leaders to embrace AI and other technologies that allow them to focus on meaningful customer interactions. We close by discussing upcoming trends in AI, with Thomas sharing insights on what excites him most about the future of sales technology, including SOAR’s initiatives and the upcoming Sales 3.0 virtual event.
To learn more or connect with Thomas, reach out via email at Thomas@soar.com or find him on LinkedIn www.linkedin.com/in/thomas-ross-socialsales/. To get in touch with Devon and his team, visit nextgengrowth.com.
