The Future of Sales Automation

Mar 28, 2026

Eric Bauer, Head of Sales at Origami and builder of AI-assisted prospecting teams. He discusses AI-driven prospecting, human-in-the-loop workflows for targeted list building, ethics and governance in sales AI, creative outreach tactics, and strategies for overcoming internal resistance to automation.

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INSIGHT

AI Explosion Is Crushing Signal To Noise

AI has massively increased outreach noise, making buyers filter out more messages than before.
Eric Bauer highlights progression from simple dynamic emails to AISDR calls and future video or hologram outreach that overwhelm recipients.

ADVICE

Enable Sellers To Build Technical Workflows

Let non-technical sellers build highly targeted workflows without needing engineers.
Origami lets salespeople describe ideal targets and combines complex signals like funders, VC matches, and hiring signals into usable lists.

ANECDOTE

Financial Firm Turned 20 Hours Into Minutes

A financial services firm used Origami to compress hours of research into minutes and sent hundreds of personalized emails.
Their campaign achieved a 15–20% positive reply rate thanks to blended signals and deep prebuilt research.

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Summary The conversation explores the evolution of communication automation, starting from basic email automations to the integration of AI in sales processes. It highlights the advancements in technology that have transformed how businesses engage with customers, including the potential future developments like AI-driven interactions and holographic sales representatives. Takeaways It started with just email automations. Dynamic emails have evolved into more complex communications. AI SDRs are now making phone calls. The future may include video interactions. Holograms could be the next frontier in sales. Sales technology is rapidly advancing. Communication methods are becoming more personalized. The integration of AI is reshaping customer engagement. Future sales strategies will likely involve more automation. Understanding these trends is crucial for businesses. Main Topics: The impact of AI on prospecting and customer outreach noise How organizations are integrating targeted workflows with Origami Ethical considerations in AI deployment for sales Future AI innovations: from automated slide generation to compliance standards Strategies for overcoming internal resistance to AI adoption Timestamps: 00:00 - Intro to Eric and Origami's AI solutions 01:08 - The growth of AI in young entrepreneurial ventures in SF 02:11 - The value of AI for customer experience and noise reduction 03:00 - How AI tools increase outreach complexity and noise 04:26 - The importance of human-in-the-loop for ethical AI deployment 06:08 - Origami’s approach to targeted, technical workflows without engineering 06:57 - Case study: Elevating sales outreach in financial services 08:47 - The future of integrated signals, feeds, and targeted messaging 09:45 - Creative AI prospecting methods, like leveraging personal interests 11:16 - Overcoming misconceptions about AI and its limitations in lead generation 12:42 - The importance of governance, data accuracy, and avoiding hallucinations 13:19 - Potential disruptions from fully autonomous AI systems 14:04 - The evolution from artificial to augmented intelligence in sales 14:58 - Balancing automation with personal touch in customer interactions 16:35 - Building trust and avoiding AI-driven missteps 17:31 - The re-architecture of Origami for innovation and scalability 18:44 - Emerging AI tools: From presentation automation to next-generation workflows 20:05 - The ethical role of humans in AI decision-making and trust 21:07 - The social impact of AI wealth concentration and long-term thinking 22:23 - AI standards, compliance, and collaboration across companies 23:16 - Overcoming organizational resistance: middle management and AI 25:02 - Championing internal AI initiatives and sales stories 26:11 - Empathy, feedback, and continuous improvement in AI sales tools 27:31 - Highlights from the SDR Leader Conference and Origami’s platform evolution 29:18 - Final thoughts: The future of list building and AI-driven sales innovations 30:11 - How to connect with Eric and learn more The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies. 👉 Visit www.SDR.ai/intro to unlock your direct line.