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