Episode 198 Deep Dive: Pancho Mehrotra | The Path to Improved Sales Performance
KBKAST21 Heinä 2023

Episode 198 Deep Dive: Pancho Mehrotra | The Path to Improved Sales Performance

In this episode of KBKast, we are joined by Pancho Mehrotra as we delve into the key to sales success and why accepting rejection is crucial. Pancho discusses the importance of focusing on the process of having meaningful conversations and qualifying clients, rather than just aiming for immediate results. Drawing on the analogy of competitive sports, he highlights the significance of learning from losses and practicing to improve.

Pancho Mehrotra, sales and negotiator trainer, has been helping business leaders and sales teams take their businesses to new levels of sales success since 1991. Pancho is a sales and communications expert who brings a unique set of skills, training, and experience to the table. He is the most experienced and results oriented trainer and has developed his own proprietary sales method that uses psychology and negotiation with amazing results.

Pancho has:

  • Over 30 years of hands-on sales and training experience
  • Trained over 5,000 salespeople
  • Set records for selling in past sales positions (in the insurance industry, he sold over 100 policies in one week!)
  • Personally, made over 220,000 cold calls in his career
  • Developed his own Emotional Intelligence profiling tool
  • His clients have sold over $146 billion in goods and services

Additionally, he has a background in Cognitive Behavioural Therapy and went to Harvard Business School to undertake a specialised course in Negotiation.

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Episode 382 Deep Dive: Quinton Anderson | Trust the System, Not the Agent – Zero Trust for the Agentic Enterprise

Episode 382 Deep Dive: Quinton Anderson | Trust the System, Not the Agent – Zero Trust for the Agentic Enterprise

KB sits down with Quinton Anderson, founder of Aigentsphere, to challenge one of the most repeated lines in AI governance: that a human in the loop keeps you safe. His view is that asking people to ap...

26 Elo 49min

Episode 381 Deep Dive: Gijo Varghese | When a Cyber Attack Becomes a Public Safety Failure

Episode 381 Deep Dive: Gijo Varghese | When a Cyber Attack Becomes a Public Safety Failure

Karissa Breen sits down with Gijo Varghese, Chief Security Officer at OT cyber security firm Secolve, to unpack an uncomfortable trade-off: the same connectivity and AI making power, water and transpo...

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Episode 380 Deep Dive: Mark Thomas | Owning a Policy PDF Doesn't Mean You Govern Your AI

Episode 380 Deep Dive: Mark Thomas | Owning a Policy PDF Doesn't Mean You Govern Your AI

In this episode, KB sits down with Mark Thomas, IT governance and risk veteran, ISACA Hall of Famer and president of Escoute Consulting, to pull apart a problem a lot of boards haven’t clocked yet – t...

12 Elo 47min

Episode 379 Deep Dive: Sean Duca | Confidence Is Not Permission - Rethinking Authority in the Autonomous SOC

Episode 379 Deep Dive: Sean Duca | Confidence Is Not Permission - Rethinking Authority in the Autonomous SOC

Most security vendors are shipping AI that treats capability as authority. Sean Duca thinks that’s the mistake customers are already paying for. Back on KBKast for a third time, now as co-founder and ...

5 Elo 42min

Episode 378 Deep Dive: Harman Kaur | Automation Isn't Transformation - From Intent to Outcome in Autonomous IT

Episode 378 Deep Dive: Harman Kaur | Automation Isn't Transformation - From Intent to Outcome in Autonomous IT

The old security math is broken. Teams used to get roughly 60 days between a vulnerability going public and attackers using it. Harman Kaur, Tanium’s CTO, explains why that number has flipped to negat...

29 Heinä 39min

Episode 377 Deep Dive: Bradon Rogers | The Forgotten Workspace - Why Nobody Ever Secured the Browser

Episode 377 Deep Dive: Bradon Rogers | The Forgotten Workspace - Why Nobody Ever Secured the Browser

Bradon Rogers, Chief Customer Officer at Island, the company that created the enterprise browser category in 2020, joins KB to unpack why the industry spent two decades bolting security around the bro...

22 Heinä 39min

From SAP Sapphire - KB On The Go | Legacy Risk and the AI Trust Gap

From SAP Sapphire - KB On The Go | Legacy Risk and the AI Trust Gap

KB is on the ground at SAP Sapphire 2026 in Orlando, where AI has moved beyond experimentation and into the center of enterprise decision making. In this KB On The Go episode, Maura Hameroff (CMO, Clo...

17 Heinä 33min

Episode 376 Deep Dive: Anna Wheeler | Synthetic Confidence - When the Board Believes the Machine

Episode 376 Deep Dive: Anna Wheeler | Synthetic Confidence - When the Board Believes the Machine

In this episode, Anna Wheeler, CEO of SSAW LLC, joins KB as she explains why so many cyber teams are stuck in event-driven strategy while calling it the real thing, why the doers can’t climb out of it...

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