Advertise on podcast: Sales By You

When a consulting deal falls apart, most founders rewind the 45-minute sales call. Did I price it wrong? Did I miss a question? Should I have answered that differently? But here's the thing — by the time you're on that call, the deal has already been won or lost somewhere else. In this episode, Celina breaks down the three stages where consulting deals actually stall: your messaging, your materials, and your full sales call process (before, during, and after). You'll learn why specificity sells before a prospect ever talks to you, what deeper engagement piece most consultants are missing, and how to remove friction at every stage so hiring you feels like the easy decision. If your deals are taking too long, going cold, or falling through without explanation, this one's for you. Celina Guerrero helps boutique consulting firm founders build the business development infrastructure they need to move past the referral ceiling -- and grow into the sustainable firm they want. To learn more go to: www.connectand.co/masterclass Connect with Celina on LinkedIn here: https://www.linkedin.com/in/celinaguerrero1/

You already know what to do. So why aren't you doing it consistently? In this episode of Sales by You, Celina breaks down the real reason consulting firm founders stall on their business development activities, and it has nothing to do with strategy. It often often down to executive function: your brain's ability to plan, initiate, and follow through when no one's making you and the payoff isn't immediate. Most firm founders don't have an information problem. They have an execution problem. And until you identify which cognitive skill is the bottleneck, no strategy is going to stick. In this episode: The 5 executive function skills that determine whether your business development strategies actually get executedSpecific tools for each one — from impulse control and task initiation to emotional regulation and planningWhy cognitive flexibility might be the most underrated skill for consulting firm founders managing multiple cognitive demands at onceCelina Guerrero helps boutique consulting firm founders build revenue on purpose, so it stops being something that just happens -- or doesn't. 💬 Connect with Celina on LinkedIn: https://www.linkedin.com/in/celinaguerrero1/  🌐 https://www.connectandco.co Watch the Masterclass: https://www.connectandco.co/masterclass

In this episode of the Sales by You podcast, Celina breaks down the three lead generation channels that give independent consultants real, controllable pipeline — and explains why the thing most consultants rely on most (social media) isn't actually lead gen at all. If you've been posting consistently and wondering why the clients aren't coming, this episode is going to reframe how you think about visibility, volume, and where new clients actually come from. You'll learn: The three lead generation channels available to independent consultants, and the trade-offs of eachWhy social media is a marketing tool, not a lead engineHow to choose the right channel for the way you work so you're not forcing yourself into a strategy that won't stickHost Celina Guerrero helps independent consultants implement sales systems so they know where their next 3-10 clients are coming from. Register for the Masterclass at https://www.connectandco.co/masterclass Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co

In this episode of the Sales by You podcast, Celina gets real about the pressure that comes with putting everything on one big moment — the speaking engagement, the launch, the referral you're counting on — and why that approach  puts your business at risk. It's not that the big moments are bad. It's what's missing around them. You'll learn: Why relying on high-stakes, one-off moments creates cash flow problems, confidence problems, and a business that's harder to run than it needs to beWhat a sales system actually looks like for an independent consultant — and why it doesn't have to be complicated to workHow to think about de-risking your pipeline the same way you'd diversify an investment portfolioHost Celina Guerrero helps independent consultants implement sales systems so they know where their next 3–10 clients are coming from. Register for the Masterclass at https://www.connectandco.co/masterclass Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co

In this episode of the Sales by You podcast, Celina walks through three real client scenarios — an educational consultant, a communications consultant, and a creative consultant — all putting in serious effort, all frustrated by the same thing: not enough clients coming in consistently. The problem isn't their expertise. It isn't their sales calls. It's what was missing underneath the effort. You'll learn: Why 97% of sales comes down to timing — and what that means for how you stay visibleThe difference between being active and having a system that nurtures people until they're readyWhy having great lead magnets and content still isn't enough if you don't have enough people in the roomHost Celina Guerrero helps independent consultants implement sales systems so they know where their next 3-10 clients are coming from. Register for the Masterclass at https://www.connectandco.co/masterclass Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co

In this episode of the Sales by You podcast, Celina talks about three things you need to remove from your marketing and sales process to create predictable revenue. Instead of chasing more leads, she explains why simplifying your offer, reducing over-reliance on one-to-one selling, and eliminating friction are the real first steps to consistent growth. You’ll learn: Why simplifying to one person, one problem, and one outcome drives predictable salesHow over-relying on personal charisma limits scalabilityThe power of productizing your service to remove friction and increase profitabilityCelina Guerrero, Host Celina Guerrero is a sales and LinkedIn coach. She helps consultants and service-providers connect with high-quality leads, partners and prospects that become clients. She has generated millions in revenue as a professional sales executive and marketer. Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co

In this episode of the Sales by You podcast, Celina talks about how consultants can unintentionally become the bottleneck in their own sales growth. She explores how relying heavily on personal networking, one-to-one conversations, and relationship-based selling can cap revenue and create unpredictability. Celina shares how to recognize when your calendar is functioning as your sales system—and what to do to build more scalable, sustainable processes that generate leads without requiring you to always be “in the room.” You’ll learn: Signs your revenue is tied too closely to your personal availabilityHidden risks like scope creep and clients buying you instead of your processHow to document, subtract, and add systems for more predictable revenueCelina Guerrero, Host Celina Guerrero is a sales and LinkedIn coach. She helps consultants and service-providers connect with high-quality leads, partners and prospects that become clients. She has generated millions in revenue as a professional sales executive and marketer. She is the creator of the Consulting Sales Audit, Sales Operating and System and is an experienced sales coach for executives, new entrepreneurs and leaders who sell. Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co

In this episode of the Sales by You podcast, Celina talks about why consultants struggle with inconsistent clients—even when their marketing looks polished on the surface—and the three foundational shifts that create steadier revenue and a healthier sales pipeline. You’ll learn: How to choose the right-sized sales strategy for a consulting businessWhy you need a four-part path to turn leads into clientsThe power of focusing on one core problem instead of trying to solve too manyCelina Guerrero, Host Celina Guerrero is a Sales Strategist for consultants who want to build demand-based businesses.  She helps them go from relying entirely on referrals and word of mouth, to creating a sales system that generates a consistent pipeline.  Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co

Most consultants know what they should do in sales—but knowing and doing are two different things. In this episode, I break down the three critical shifts one client made that transformed her sales process from rushed and inconsistent to intentional and effective. She went from giving away prices in DMs to qualifying prospects properly. From hoping every call would close to trusting that not everyone is ready to buy. From skipping visibility to understanding it's just the entry point of a longer process. The real breakthrough? Moving from intellectual understanding to actual integration—where these principles become second nature, not something you have to force yourself to remember. I also reveal why consultants who've built their business on referrals often crash and burn when they start marketing to cold audiences. (Hint: You're treating a microwave like an oven.) If you're getting leads but they're ghosting you, or you're not sure what to say and when to say it, this episode shows you exactly what needs to shift. Key Takeaways: Why sales is a process, not a single action (and what that actually means in practice)The "right fit and ready" framework for qualifying prospectsHow to slow down without losing momentumThe ALEC framework: Awareness, Learning, Engaging, Conversion Celina Guerrero, Host Celina Guerrero is a sales and LinkedIn coach. She helps consultants and boutique firms connect with high-quality leads, partners and prospects that become clients. She has generated millions in revenue as a professional sales executive and marketer. Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co Sign up for the CONNECT newsletter at http://connectandco.co/newsletter Email her at [email protected]

In this episode, Celina talks about what to do when referrals slow down and you need a more stable approach to generating clients. She explains that there are two critical groups to focus on: people who already know you (your existing network) and people who don't know you yet (new audiences). Many consultants assume they've exhausted their existing network, but 95% of the time, there's still untapped opportunity there—especially on LinkedIn. You'll learn: • Why your existing network may have stopped sending referrals and how to reactivate those relationships • How to balance engaging your current contacts with reaching new audiences for sustainable growth • Why having both strategies creates more opportunity and allows you to be selective about clients --- Celina Guerrero, Host Celina Guerrero is a sales and LinkedIn coach. She helps consultants and boutique firms connect with high-quality leads, partners and prospects that become clients. She has generated millions in revenue as a professional sales executive and marketer. Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co Sign up for the CONNECT newsletter at http://connectandco.co/newsletter Email her at [email protected]

Go to liworkshop.com to register for the LinkedIn Client Attraction Masterclass Sep 29-Oct 1.  In this episode of the Sales by You podcast, Celina talks about how to effectively re-engage with your existing LinkedIn network to spark meaningful conversations and potential client relationships. As fall begins, it's the perfect time to reconnect with warm leads who already know you, rather than chasing new cold connections. Listeners will learn: How to use LinkedIn filters to target the right first-degree connectionsWhat kind of low-pressure messages to send to reopen conversationsWhy offering value through light-touch outreach or free resources increases engagementCelina Guerrero, Host Celina Guerrero is a sales and LinkedIn coach. She helps consultants and service-providers connect with high-quality leads, partners and prospects that become clients. She has generated millions in revenue as a professional sales executive and marketer. She is the creator of the CONNECT membership, LinkedIn L5x, and the Sales Studio and is an experienced sales coach for executives, new entrepreneurs and leaders who sell. Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co

In this episode of the Sales by You podcast, Celina talks about the power of self-image and how it directly impacts your ability to hit your business goals. She challenges listeners to reframe failure, reflect on internalized cultural and professional baggage, and adopt the mindset of someone who already achieves their goals. How cultural, workplace, and entrepreneurial challenges shape your self-imageWhy “acting as if” is more effective than just visualizing successHow to build a feedback loop that reinforces confidence and resultsCelina Guerrero, Host Celina Guerrero is a sales and LinkedIn coach. She helps consultants and service-providers connect with high-quality leads, partners and prospects that become clients. She has generated millions in revenue as a professional sales executive and marketer. She is the creator of the CONNECT membership and LinkedIn L5x LinkedIn to Lead course. She is an experienced sales coach for executives, new entrepreneurs and leaders who sell. Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co

In this episode of the Sales by You podcast, Celina talks about how to avoid LinkedIn burnout while still getting results. She explains the two main types of burnout—spending too much time on the platform (with or without results)—and shares a focused, constraint-based approach to make LinkedIn both productive and enjoyable. Listeners will learn: The 3x3x3 rule for daily LinkedIn engagement using a timerWhy repeating core topics reduces overwhelm and boosts algorithm clarityHow ignoring competitors can protect focus and mental energyCelina Guerrero, Host Celina Guerrero is a sales and LinkedIn coach. She helps consultants and service-providers connect with high-quality leads, partners and prospects that become clients. She has generated millions in revenue as a professional sales executive and marketer. She is the creator of the CONNECT membership, LinkedIn L5x, and the Sales Studio and is an experienced sales coach for executives, new entrepreneurs and leaders who sell. Want to learn how to work with her? Get L5x LinkedIn to Lead course at link5x.com. Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co

In this episode of the Sales by You podcast, Celina talks about why LinkedIn stands out as the ultimate platform for generating high-quality business leads. She outlines eight key reasons that make LinkedIn an essential tool for consultants and service providers, from its powerful search features to its unmatched potential for relationship-building and thought leadership. Listeners will learn: How LinkedIn’s business-first environment drives intentional and valuable connectionsWhy posting content—even occasionally—can help you stand out on a low-noise platformHow LinkedIn’s profile and search tools create unmatched lead generation opportunitiesLearn about L5x LinkedIn to Leads course at link5x.com. Celina Guerrero, Host Celina Guerrero is a sales and LinkedIn expert and founder of Connect & Co. She helps small business founders, consultants and service-providers connect with high-quality leads, partners and prospects that become clients. She has generated millions in revenue as a professional sales executive and marketer. She is the creator of the CONNECT membership, LinkedIn L5x, and the Sales Studio and is an experienced sales coach for executives, new entrepreneurs and leaders who sell. Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/

In this episode of the Sales by You podcast, Celina talks about the timeless dilemma faced by solo consultants and service providers: should you name your business after yourself or create a separate brand name? Drawing from her personal journey of rebranding five times, Celina unpacks the emotional and strategic decisions behind each name change, culminating in her latest evolution to “Connect and Co.” Listeners will learn: When and why to use your personal name vs. a business nameThe branding challenges and advantages of solopreneurshipHow to align your business name with your goals and audienceCelina Guerrero, Host Celina Guerrero is a sales and LinkedIn coach. She helps consultants and service-providers connect with high-quality leads, partners and prospects that become  their best clients. She has generated millions in revenue as a professional sales executive and marketer. She is the creator of the CONNECT membership, LinkedIn L5x, and the Sales Studio and is an experienced sales coach for executives, new entrepreneurs and leaders who sell. Want to learn how to work with her? Send her a message on LinkedIn. https://www.linkedin.com/in/celinaguerrero1/ Learn about her programs on her website at https://www.connectandco.co