All sessions · Sac Tech Week 2026
AI in the Sales Process: Is Humanless Sales Worth It?
Chris Warren, Mendocino Management
The Commons at Granite City · 705 Gold Lake Dr, Suite 150
AI can find leads, answer calls, route them, summarize them, and coach the people on them. The bigger question is whether taking the human out of sales is worth it. Chris Warren (Mendocino Management) looks at how AI can support the sales process, and tests the hypothesis that the reduced results of humanless sales outweigh the cost savings.
Expect a business-first look at the numbers, not a technology demo.
What you'll learn
- Where AI genuinely helps in the sales process: lead follow-up, call routing, summaries, quality checks, and rep support
- The case for and against fully humanless sales calls
- How to compare cost per call with cost per closed sale before you automate
- How to decide where to keep people on the line
Who it's for
Sales leaders, call center managers, business owners who run phone-based sales or support, and anyone weighing an AI voice or automation project for customer conversations.
About the speaker
Chris Warren is the founder of Mendocino Management, a Folsom consulting firm focused on sales optimization and AI transformation. He holds an MBA, a Master of Science in Business Analytics, and a PMP certification, and co-founded Debt.Help, which was sold within 24 months of launch after scaling to over twenty-five million dollars a year in revenue. He is a Professor at Jessup University in the Computer Science division, manages limited client engagements, and serves as the Executive Director of the non-profit Better Bridge.