At the latest Industry Bites event, four accomplished sales professionals reminded us of something we sometimes forget: great sales isn’t about slick pitches or closing at all costs—it’s about people.

Whether you’re selling a product, an idea, or even yourself in an interview, relationships are everything. That was the throughline from our panel of experts:

• Jason Ford – envisioning and assessment leader, Americas at Microsoft   
• Todd Grigsby – senior vice president – Global Value Mgt, Industries, Solution Consulting at Workday   
• Sara Krueger – vice president partner relationships at Sharecare   
• Justin Lehrbaum – area vice president, sales at Adobe   

With experience spanning tech, healthcare, and cloud-based software, each speaker emphasized that listening, trust, and preparation are what truly drive success in sales.

Key Takeaways from the Panel

• Listening is your superpower. The best salespeople talk only 20% of the time and use the rest of their energy to understand what matters to their customers. When you listen well, you build trust—and that trust moves deals forward.
• Authenticity matters. The panelists stressed the importance of showing up as yourself, being curious, and always preparing for the conversation. “What gets done on the golf course is what ultimately happens,” one speaker noted, reminding students that informal trust-building often leads to real opportunities.
• Sales is everywhere. Whether you’re interviewing for a job, launching a side hustle, or leading a student club, you’re already practicing core sales skills: communication, connection, and persuasion.

How AI Is Changing the Sales World

Jason Ford from Microsoft shared that while AI has been around for decades, generative AI is speeding things up, making sales teams more efficient and giving people more time for the human side of work.

The key takeaway? Embrace tools like AI without losing the personal touch. Using tech to your advantage is smart and strategic, but never forget that ultimately, people buy from people. Taking the time to understand someone’s why and showing up consistently with empathy are critical skills needed to succeed in sales and relationship-driven roles.

Advice for Students Interested in Sales Careers

Whether you’re thinking about a future in sales or just want to build transferable skills, here is the advice that all the panelists shared:

• Be willing to put in the work.
• Stay curious and lead with humility.
• Develop your own story and point of view.
• Keep showing up and improving your communication skills.

Sales is a great fit for students who enjoy connecting with others, thinking strategically, and learning by doing. Whether you’re managing a club, running a side hustle, or just learning to network, every experience is a chance to practice the skills that make great salespeople—connection, preparation, and authenticity.

Want to learn more about careers in sales or business? Make an appointment with Mohr Career Services or attend an upcoming Industry Bites session to connect with professionals and get first-hand insight into high-demand industries looking to recruit Ducks.