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 executed
• Specific tools for each one — from impulse control and task initiation to emotional regulation and planning
• Why cognitive flexibility might be the most underrated skill for consulting firm founders managing multiple cognitive demands at once

Celina 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 each
• Why social media is a marketing tool, not a lead engine
• How to choose the right channel for the way you work so you're not forcing yourself into a strategy that won't stick

Host 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 be
• What a sales system actually looks like for an independent consultant — and why it doesn't have to be complicated to work
• How to think about de-risking your pipeline the same way you'd diversify an investment portfolio

Host 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 visible
• The difference between being active and having a system that nurtures people until they're ready
• Why having great lead magnets and content still isn't enough if you don't have enough people in the room

Host 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 sales
• How over-relying on personal charisma limits scalability
• The power of productizing your service to remove friction and increase profitability

Celina 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 availability
• Hidden risks like scope creep and clients buying you instead of your process
• How to document, subtract, and add systems for more predictable revenue

Celina 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 business
• Why you need a four-part path to turn leads into clients
• The power of focusing on one core problem instead of trying to solve too many

Celina 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 prospects
• How to slow down without losing momentum
• The 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

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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]