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

This is the Sales Gravy Podcast. Hi. I'm Jeb Blunt, best selling author of fanatical prospecting, objections, sales EQ, and ink, and I'm here to help you open more doors, close bigger deals, and rock your commission check. Welcome back to the Sales Gravy Podcast. It's wisdom Wednesday where you drive the agenda because on this segment of the Sales Gravy Podcast, you bring your biggest sales challenges, and Jeb Blunt delivers his best answers. And those answers, they come straight from the trenches because Jeb's not just teaching sales. He's out there prospecting, closing, and leading sales teams every single day. Let's take that next caller. Alright, Tim. Next up, we have Zach Mofield or Zach with the solar rack, and he is from Greater Fort Wayne, Indiana. Alright. Is that Zach with a solar rack? That's right. That's right. Good to see you guys again. Nice to have you back on, Zach. Nice jacket. Got your Georgia Bulldog colors on. I don't know about that part, but but we're here. Alright. Tell me what's going on, Zach. Appreciate the time again. You know, we we I've had, quite the, change here in in the career lately with going through a merger and acquisition, and and I thought, you know what? Who who better to ask than Jeb who's got a ton of experience? So I appreciate the time. So my question is, you know, with this merger and acquisition, I'm 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 and happy about doing. 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? But then also still help stand up the the part of the business that they're asking to do. Well, the first thing that I would recommend you do in your director level role with all your influences, bring your entire team to the outbound conference this year. I mean, that would be so cool. Like, Zach and team would be awesome. So it's a great question and it's an age old problem in sales. Right? We have a player coach and the player coach role is really, really hard as you're figuring it out. Right? It's tough because you're almost schizophrenic. In one moment, you gotta take care of yourself and your income and the other, you gotta take care of other people. And those two things don't always mix very well together. First, the answer is that's not a great role to be in and if you wanna be in a director role, you keep pushing your organization to split the two roles. But for a lot of companies, there's not the option. Right? They just can't afford to have someone who is a leader only or a salesperson only. They need both people and they're telling you that …