The UNCW x nCino Sales Showdown: Investing in the Next Generation

What does it actually feel like to be in a real sales situation? Not a role-play with a classmate, not a textbook scenario — the real thing, with real pressure, real feedback, and a real shot at proving yourself.

Last month, nCino was thrilled to host the UNCW x nCino Sales Showdown. Students from the University of North Carolina Wilmington’s Cameron School of Business in the Sales Mentorship Program, along with faculty, mentors, and coaches, came onsite for a full day of high-stakes, real-world competition. By the end of the day, it was hard to tell who left more energized: the students or our own team.

The Competition: Real Pressure, Real Stakes, Real Fun

The Sales Showdown was a three-round simulated sales competition designed to reflect the reality of a sales career: fast-moving, people-first, and unscripted.

Round 1: Cold Call

Students kicked off the competition with a cold call, the process of calling a prospect with no prior relationship and one of the most difficult skills in sales. Each student successfully navigated their way through the challenge of starting that first conversation from scratch.

Round 2: Discovery Call

With cold calling over, the pressure was on with the discovery call: a follow-up conversation with the goal of discovering the prospect’s needs. The best performers worked to build genuine rapport by answering and asking the right questions.

Round 3: Final Presentation

The top three finalists then took the stage for the third and final round: a live presentation in front of a six-judge panel, live streamed so the full nCino team could tune in.

At the close of the competition, one standout student walked away with an award and a $2,000 prize, but every competitor left with something that can't be quantified: valuable, real-world experience.

A Day in the Life: Real-World Sales Experience

For many of these students, the day was as much about the environment as it was the competition. Walking into nCino headquarters, meeting professionals across different teams, and seeing what a career in this industry looks like gave students something no classroom can fully replicate.

We loved seeing each student rise to the challenge. They arrived prepared, engaged every round with genuine effort, and handled real-time feedback with a level of professionalism that would impress any hiring manager in the room.

Bring Your A-Game is one of nCino's six core values, and watching these students embody that was a reminder of why investing in emerging talent matters. Rachel Danforth — who leads our university partnerships and early careers program, StartUP — made sure they left with a clear picture of what opportunities exist for them at nCino.

The People Behind the Showdown

The day wouldn’t have been possible without the right people behind it. Thank you to Jessica Johnson, Global Director of Product Specialist at nCino, for pouring hours into designing the simulation and coordinating every detail from start to finish. Jessica also serves on the advisory board for UNCW's Center for Sales Excellence and Customer Delight, and it's that deep, ongoing connection to the university that made this partnership possible in the first place. A special thank you as well to Paul Clarkson, Executive Vice President of Global Revenue at nCino, who championed the initiative alongside Jessica and helped make it a reality.

Another sincere thank you to Dr. Matthew Lastner, Associate Professor and Chair of the Marketing Department at UNCW, whose collaboration helped shape an experience that was truly meaningful for everyone involved.

And to every volunteer and judge who gave their time: thank you for showing up and showing these students what we’re all about.

Rooted in Wilmington

This event didn't start with a formal proposal or a boardroom decision. It started with a connection. Ella Vitaglione, Regional Director at nCino, had studied under Dr. Lastner at UNCW and saw an opportunity for the students sitting in the seats where she once sat. She introduced Dr. Lastner to the nCino team, and from there, the idea took shape. These are the kinds of real, personal relationships our partnership with UNCW is built on.

With our roots here in Wilmington, our partnership with UNCW is a living, growing commitment to the community we call home. Investing in the talent growing right here in our backyard is something we take seriously, and we’re proud to provide opportunities to educate and connect with early-career professionals.

We hope the UNCW x nCino Sales Showdown becomes a tradition that continues opening doors for students while reminding us how much impact we can have when we invest locally and intentionally.

Interested in starting your career at nCino? Explore our early talent and internship opportunities here.