How to Prospect and Lead at the Same Time (Ask Jeb)

Sales Gravy: Jeb Blount

Jeb Blount

Marketing, Careers, Business, Management, Entrepreneurship

4.7 • 612 Ratings

🗓️ 31 March 2026

⏱️ 10 minutes

🔗️ Recording | iTunes | RSS

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Summary

Being asked to carry a quota AND lead a team at the same time is one of the hardest situations in sales. Zach Mofield, a solar sales rep navigating a merger and acquisition in Fort Wayne, Indiana, brings this exact challenge to Jeb Blount on this week's episode of Ask Jeb on The Sales Gravy Podcast.

In this episode, Jeb breaks down the player-coach problem and why so many salespeople silently burn out trying to do both without ever having the right conversations with their leadership.

You will learn how to protect your prospecting time, how to talk to your organization about compensation and structure without issuing ultimatums, and why you have to set boundaries with yourself just as much as you set them with your company. Jeb also explains why hoping the situation will fix itself is not a strategy and what to do instead.

If you are in a role where your individual sales responsibilities and your leadership responsibilities are pulling you in two different directions, this episode is for you.

Have a question for Jeb? Submit it at salesgravy.com/ask and you could be on the show.

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Transcript

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0:00.0	This is the sales gravy podcast. Hi, I'm Jeb Blunt, bestselling author, fanatical prospecting, objection, sales EQ, and ink, and I'm here to help you open more doors, close bigger deals, and rock your commission check.
0:18.1	Welcome back to the sales gravy podcast. It's Wisdom Wednesday where you drive the agenda because on this segment of the sales
0:24.3	gravy podcast, you bring your biggest sales challenges and Jeb Blunt delivers his best
0:28.8	answers.
0:29.8	And those answers, they come straight from the trenches because Jeb's not just teaching sales.
0:34.2	He's out there prospecting, closing, and leading sales teams every single day.
0:39.1	Let's take that next caller.
0:42.7	All right, Tim. Next up, we have Zach Mofield or Zach with the solar rack, and he is from
0:49.5	Greater Fort Wayne, Indiana. All right. Is that Zach with a solar rack?
0:55.6	That's right.
0:56.0	That's right.
0:56.4	Good to see you guys again.
0:57.4	Nice to have you back on, Zach. Nice jacket. Got your Georgia Bulldog colors on. I don't know about that part, but we're here. All right. Tell me what's going on, Zach. Appreciate the time again. You know, we've had quite the change here in the career lately with going through a merger and acquisition.
1:12.8	And I thought, you know what?
1:14.1	Who better to add? You know, we've had quite the change here in the career lately with going through a merger and acquisition.
1:12.8	And I thought, you know what?
1:14.1	Who better to ask than Jeb, who's got a ton of experience?
1:17.2	So I appreciate the time.
1:19.3	So my question is, you know, with this merger and acquisition, I'm in an individual contributor type role, but also being asked to do kind of director level type stuff, which I'm very grateful for and happy about doing.
1:33.1	But I just wanted to know maybe some advice on, you know, trying to make sure we're doing, you know, that prospecting every day, every day, every day, right?
1:41.8	But then also still help stand up the part of the
1:44.8	business that they're asking to do. Well, the first thing that I would recommend you do in your
	...

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