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

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.

You can listen to How to Prospect and Lead at the Same Time (Ask Jeb) online on Radio and Podcast. Open the player on this page to stream the available audio.

How to Prospect and Lead at the Same Time (Ask Jeb) is an episode from Sales Gravy: Jeb Blount by Jeb Blount.

This episode is 9:49 long.

This episode was published on Mar 31, 2026.

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