Guest podcast exploring sales, leadership, change and AI.

The podcast interview features Andrew, co-founder of Know and Do, in conversation with David Beharall, discussing the realities of sales, leadership, coaching, and change in business.

Andrew shares his journey from his first job at McDonald's—where he learned about systems, process, and early sales skills—to founding a values-driven coaching and consultancy business in the UK. The discussion emphasizes the importance of applied learning: taking knowledge and putting it into action to generate meaningful results.

Key topics covered include:

• Why most people get sales wrong: Andrew explains that many have a negative perception of sales, often associating it with pushiness or bad experiences. He believes the key is to shift mindset and see sales as helping others by offering something valuable, rather than as manipulation or pressure.

• What makes a good coach: The conversation explores the qualities of effective coaches—those who can listen, understand individual needs, and support genuine growth. Andrew highlights the importance of intuition, continuous learning, and adapting to each person.

• Leadership vs. management: Andrew distinguishes between the two, noting that leadership is about setting direction and inspiring people, while management is about organizing and maintaining systems. Both are necessary but require different skills and approaches.

• Practical approach to AI in business: The podcast briefly touches on artificial intelligence, focusing on practical uses rather than hype. Andrew suggests business leaders should look for ways AI can genuinely support their goals without getting distracted by trends.

• Creating real change: Andrew stresses the importance of creating space for change, both personally and within organizations. This involves self-awareness, openness to feedback, and a willingness to do the work rather than just chase trends.

Throughout, Andrew shares personal anecdotes—such as a formative car accident and his experiences in sales and academia—that shaped his philosophy. The conversation is aimed at business leaders, team managers, and anyone considering their next steps, offering insights on mindset, practical learning, and purposeful leadership over following fads.

https://www.youtube.com/watch?v=QQcJ28AAiXA

David Beharall is an ex-premier league footballer and co-founder of Is This You? www.isthis-you.com.

How to do a 'set/reset' for your business.

How can you do a simple business 'Set/Reset'? 🤔

Today is both the start of Q2 for 2025 📈 and April Fools' Day 😂 (although with the news the way it is, the April Fools' headlines are getting harder to spot).

The question to ask as we go into Q2 is not whether you'll get through the quarter, but what you want to get from it? Where do you want to be at the start of Q3?

You have to be aware of where you're going to make sense of how and what you can control. 🧭

There's a lot of negative narrative in the business press at the moment and it's easy to fall prey to it, unless you've got a clear view on what you can focus on instead.

Too many people fall into the trap of focusing externally, instead of adopting an internal locus on control. This is easily picked up in the language people use and their outlook. The former think things mainly happen to them and they have little control over that, and the latter make things happen for themselves. They steer a different course. ⛵

The burning question then is - Are you clear about what you want to get from the next 12 weeks? ⏳📊

The answer we come across far too often is "not really". Alongside comments like "We've a rough idea....; we don't know what the markets will do....; we're waiting to see what the budget says....; the impact of tariffs....; it's outside of our control we just respond...." 🤞🍀

That's energy sapping, not much fun, and feels very uninspiring.

We've built a really simple framework for doing a quick 'set/reset' with our clients. 📈

These are short interventions, where we get a snapshot of where they are now (current state) and where they'd like to be 3 months from now (desired future state). 🏅 (See the model below).

We add a lot more detail to help reflect on the current state and how clients feel about it. This normally highlights the lack of suitable and varied metrics that help to reveal what’s going on. You need to know much more than just turnover and profit.

It's much easier to fully commit yourself when you know where you're going, how you think you'll get there, and what you'll get from being there. 😃

As the diagram below shows that doesn't mean it's all plain sailing. There may well be challenges, but it's much easier to cope with them if you're clear on the journey, and if you've someone to guide you. Ask anyone who drives the M25 regularly detours or unexpected incidents occur. It’s how we prepare for and react to these that makes the difference.

We work alongside clients in 3 month sprints that build the vision for their Desired Future State and the processes and systems to support their journey. 🤝 📈 We hold them accountable and share others models and tools that help to build their skills and knowledge. Ultimately, these lay a solid foundation for a 2-3 year plan to start to emerge focusing on the Vision, Implementation and Priorities as below. This can then help to launch or relaunch the business and enhance its profitability. 🚀

One page business plan

Let us help you get the most out of your next quarter and/or reset your business planning. Get in touch to see how we can support you.

Shared Prosperity Fund Management Support Session Announcement

Save the Date - 8th February 2023.

If you’re a Greater Manchester SME, you may be able to access this funded support session run by Know and Do. Connected to the UK Government’s Shared Prosperity Fund this support is aimed at small businesses.

Know and Do are proud to support the work of the Business Growth Hub in Greater Manchester. We have worked with the BGH as a provider across a range of services to SMEs from coaching, consultancy, training around sales and marketing, and mentoring. We’ve delivered practical support to hundreds of SMEs that has helped them to understand and apply new knowledge to make a positive impact for them and their businesses.

As European Funds come to an end, the BGH with GMCA is trialling a new shared prosperity fund that is offering additional support for managers and leaders in what are undoubtedly turbulent times for many. The first pilot phase will offer 120 places of 3 hours of fully funded support for business owners and leaders to explore how they are managing their response to the current cost of living crisis, rising business costs on many levels, and planning for growth.

Know and Do are offering a new group session, working with 8-12 businesses to understand, support, learn, and connect the businesses to help them confidently navigate this turbulent business landscape in 2023. The session will run on the 8th of February from 9.30am-12.30pm.

Places are going fast as businesses sign up to discuss, reflect, network, and plan new approaches to their work. We’d love to have you join us for this new event. Applying is simple and Know and Do can do the 1-page application for you. To secure your spot now, get in touch with us as soon as possible.

To apply, get in touch with Andrew via andrew@knowanddo.com or call the office on 0161 2804567.

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