Sales By You: Recent Episodes
Celina Guerrero
At the Sales by You podcast we talk about all things sales related for consultants and service providers: mindset, LinkedIn and how to build a lead-to-client sales process that works for you.
If you’re a service-based business founder or CEO and are ready to feel more confident and knowledgeable so you can reach your biggest revenue goals, then this is the show for 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 connect@connectandco.co
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 connect@connectandco.co
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 connections
- What kind of low-pressure messages to send to reopen conversations
- Why offering value through light-touch outreach or free resources increases engagement
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 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-image
- Why “acting as if” is more effective than just visualizing success
- How to build a feedback loop that reinforces confidence and results
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 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 timer
- Why repeating core topics reduces overwhelm and boosts algorithm clarity
- How ignoring competitors can protect focus and mental energy
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 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 connections
- Why posting content—even occasionally—can help you stand out on a low-noise platform
- How LinkedIn’s profile and search tools create unmatched lead generation opportunities
Learn 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 name
- The branding challenges and advantages of solopreneurship
- How to align your business name with your goals and audience
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 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
In this episode of the Sales by You podcast, Celina talks about how structuring your business effectively is key to making time for consistent sales and marketing. She introduces five essential areas of business that must be managed to avoid burnout and ensure sustainable growth.
Celina walks listeners through how to balance these categories so marketing and sales efforts can thrive.
Listeners will learn:
- The five key areas every service-based business must prioritize
- Why sales and marketing often fall off—and how to fix it
- A practical method to align your calendar with your business priorities
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 CONNECT membership, 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.celinaguerrero.com
In this episode of the Sales by You podcast, Celina talks about how to get more likes and comments on your LinkedIn posts by understanding how content visibility really works on the platform. She breaks down the three key stages someone must go through before engaging with a post and offers five practical strategies to boost post performance.
- Why keywords are critical for getting your posts in front of the right audience
- How LinkedIn’s shift to an interest-based algorithm affects visibility
- The behavioral signals that influence who sees your content
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 CONNECT membership, Summer Sales School, and is an experienced sales coach for executives, new entrepreneurs, and leaders who sell.
Want to learn how to work with her?
Subscribe to the CONNECT newsletter: https://www.celinaguerrero.com/newsletter
Send her a message on LinkedIn: https://www.linkedin.com/in/celinaguerrero1
Learn about her programs: https://www.celinaguerrero.com
Get my free guide: The 5 Most Magnetic Parts of Your LinkedIn Profile to Attract Great Clients at magneticprofile.co. [dot C O]
In this episode of the Sales by You podcast, Celina talks about what to do with your LinkedIn company page—a question she gets asked often by consultants and service providers. She breaks down the key differences between the personal profile and the company page, how each interacts with the LinkedIn community, and offers clear advice on when to focus your efforts (and when not to).
In this episode, you’ll learn:
- The difference between a LinkedIn profile and a company page
- How each supports lead generation and client attraction
- Whether you should post from your profile, company page, or both
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 CONNECT membership, Summer Sales School, and is an experienced sales coach for executives, new entrepreneurs, and leaders who sell.
Want to learn how to work with her?
Subscribe to the CONNECT newsletter: https://www.celinaguerrero.com/newsletter
Send her a message on LinkedIn: https://www.linkedin.com/in/celinaguerrero1
Learn about her programs: https://www.celinaguerrero.com
Get my free guide: The 5 Most Magnetic Parts of Your LinkedIn Profile to Attract Great Clients at magneticprofile.co. [dot C O]
In this episode of the Sales by You podcast, Celina talks about how to turn LinkedIn connections into actual clients. Many people struggle to bridge the gap between making a connection and securing a sale. Celina walks through a simple three-step process to help you create meaningful engagement that leads to business growth.
Three key takeaways:
- Visibility matters: Your ideal clients need to know you exist and be the right fit for your services.
- Build trust through content: Use LinkedIn posts, DMs, and free resources to nurture relationships before making an offer.
- Make the right offer at the right time: When your audience is engaged and informed, your offer will feel natural, not spammy.
Celina Guerrero, Host
Celina Guerrero is a sales and LinkedIn coach helping consultants and service providers attract high-quality leads that become clients. Want to learn how to work with her?
Subscribe to the CONNECT newsletter: https://www.celinaguerrero.com/newsletter
Send her a message on LinkedIn: https://www.linkedin.com/in/celinaguerrero1
Learn about her programs: https://www.celinaguerrero.com
In this episode of the Sales by You podcast, Celina talks about how much time consultants and service providers should spend on LinkedIn. She breaks it down into three different goals and explains how your LinkedIn activity should align with what you're trying to achieve in your business.
In this episode, you'll learn:
- How to determine your LinkedIn goal—whether it's maintaining a great profile, staying in touch with your network, or actively generating leads.
- The best LinkedIn activities for your goal—from optimizing your profile to networking and prospecting strategies.
- How much time to invest—including practical recommendations for balancing LinkedIn with your other business priorities.
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 CONNECT membership, Summer Sales School, 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: https://www.celinaguerrero.com
When are referrals a problem? Or are they?
In this episode of the Thrive Biz Chat, I’m going to outline 5 reasons referrals might be a problem for you, and you didn't know it.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. She takes client-serving CEOs & Consultants from sales overwhelm to sales leaders, faster and with less redos, on their way to building a multiple 6 to 7-figure business.
Connect with me on LinkedIn and let me know you found me here. https://www.linkedin.com/in/celinaguerrero1/
To learn about the LinkedIn Outreach Playbook, click here www.outreachplaybook.com
salescoach #salesadvice #linkedinforsales #thrivebizchat
Have you ever been in contact with someone who you think is going to be a client and you just never hear from them again?
In this episode of the Thrive Biz Chat, I’m going to outline 5 common reasons this is happening to you and what to do about it.
To learn about the LinkedIn Outreach Playbook, click here www.outreachplaybook.com
Celina Guerrero, Host
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. She takes client-serving CEOs & Consultants from sales overwhelm to sales leaders, faster and with less redos, on their way to building a multiple 6 to 7-figure business.
salescoach #salesadvice #linkedinforsales #thrivebizchat
In this episode of the Thrive Biz Chat, I discuss why reaching out directly to your ideal prospects is a great addition to your business development strategy.
To find more resources on this topic, go to www.celinaguerrero.com or find Celina on LinkedIn.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. She takes client-serving CEOs & Consultants from sales overwhelm to sales leaders, faster and with less redos, on their way to building a multiple 6 to 7-figure business.
salescoach #socialselling #prospecting #businessdevelopment #thrivebizchat
Everyone “knows” LinkedIn is a great place to cultivate leads, connect with potential clients and generate new business.
But people often lament that they’re posting a lot of content and spending a lot of time on LinkedIn, but aren’t generating clients.
There are two distinct ways to generate clients on LinkedIn.
In this episode of the #thrivebizchat, I cover both and explain why, if you really want to maximize your ability to generate new leads and clients, you should be doing both.
The time of this recording is Jan 26. On Thu Feb 3, 2022, I’m hosting a free workshop - How to Find Quality Clients on LinkedIn. Click here to register: https://bit.ly/liwevent
If you’re listening to this past Feb 3 2022, you can always connect with me on LinkedIn or find resources to help on my website here: www.celinaguerrero.com
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. She helps business to business Founder-CEOs and consultants generate clients consistently, break through their current revenue ceiling and help them generate enough opportunities so they can choose to take on clients they love by leveraging relationship-based sales.
You can find Celina at www.celinaguerrero.com or on LinkedIn.
salescoach #linkedinlive #revenuegrowth #businessdevelopment #thrivebizchat
So many business to business Founders, CEOs, Coaches, Consultants want to grow, and build their businesses.
But we all struggle with figuring out the path to getting there. It’s a challenge!
In this episode of the Thrive Biz Chat, I want to help you drill down to why in your own business, you may be struggling to generate clients consistently. Why?
Because once you recognize the roadblocks, you can begin to make a plan to overcome them.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. She takes client-serving CEOs / Consultants from sales overwhelm to sales leader with less risk and roadblocks on their path to more revenue.
You can find Celina at www.celinaguerrero.com or on LinkedIn.
salescoach #linkedinlive #revenuegrowth #businessdevelopment #thrivebizchat
There’s a fair amount of confusion about the word “sales” and when and if this role should become a part of your business.
In this episode of the Thrive Biz Chat, I take out the mystery of this role and break it down for you to help you get some clarity.
And this will help you also answer if you should have a salesperson at all!
I’m Celina Guerrero, your 90-Day Sales Director.
I help business to business Founder-CEOs and consultants break through their current revenue ceiling by bringing relationship-based sales into their business as a means for increasing revenue.
www.90daysalesdirector.com
salescoach #businessgrowthstrategy #revenuegrowth #businessdevelopment #thrivebizchat
Transcript: There’s a fair amount of confusion about the word “sales” and when and if this role should become a part of your business.
So as usual I’m going to take out the mystery of this role and break it down for you and get you some clarity.
This is the Thrive Biz Chat, where I cover all the things it takes to run a thriving B2B service-based business.
Today, I’m going to answer the question, “When should I hire a salesperson”?
And this will help you also answer if you should hire someone at all!
If you don’t know me already, I’m Celina Guerrero, 90-Day Sales Director.
I help business to business CEOs and consultants break through their current revenue ceiling by leveraging relationship-based sales in their business as a means for increasing revenue.
If you’re thinking about hiring or just hired or had a recent sales hire fail, reach out ‘cause I probably can give you some sound advice on improving your situation.
The way I’d like to answer this question of when is by getting clarity on the why?
Why are you thinking about hiring a salesperson? Why does anyone hire salespeople?
1. Salespeople bring human conversation to your business.
E-commerce doesn’t really do that. Marketing does it somewhat, but not really.
Usually these days, salespeople are brought in because your potential clients want to have an actual conversation with someone at your business before they buy.
2. Salespeople can go out into the world, identify, start conversations with and close new clients.
So that’s the general “Why”, but let’s look at the 3 main “Why Nows?”
- TIME Replace work someone else is doing.
- GROWTH Want to have more conversations to generate more clients.
- QUALITY Improve the quality of conversations you’re having to generate more clients.
You can have more than one. But these are the basics.
Basically once you have your why, you can look at what and when?
What activities will your salesperson take on? When in the sales process are you looking for them to be a part of?
There are 3 Basic types of activities salespeople take on, related to when.
- Outbound sales - find, communicate with and confirm client engagement.
- Inbound sales - enrollment, discovery calls with leads brought in by marketing.
- Sales development or business development - cultivate qualified leads and someone else is going to continue that conversation with them and confirm client engagement.
So, the answer to when should I hire a salesperson also relates to the volume and profitability, but that’s simply going to be dependent on your unique business and you can only really get those numbers once you’re clear on the why, the what and the when.
Step 1: Answer why? (can’t just be annoyed with doing sales yourself.)
Step 2: What would they do?
Only then, can you really answer profitability and so on.
If you have questions about this, message me on LinkedIn or find me on my website.
You can go to www.90daysalesdirector.com
Can't get past your revenue ceiling? Ready to get sales off your plate so you can have more time to grow your business?
Before you do, learn the 5 steps to a successful first sales hire.
-
Acknowledge that if you hire wrong, you’re going to lose a lot of money and a lot of time.
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You can’t just hire someone and expect them to generate new clients without your leadership and support.
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Devise a strong recruiting and interviewing process with an incentivizing comp plan to attract the right candidates.
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Create a framework for success that onboards your new sales hire with the right tools and training to ramp up quickly.
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Create a process to provide ongoing feedback, accountability and coaching to your new sales person to increase retention and positive outcomes.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the 90 Day Sales Director she takes client-serving CEOs & Consultants from sales overwhelm to sales leaders, faster and with less redos, on their way to building a 6 to 7-figure business.
If you’re want a proven guide to leading your sales calls, download my 6-Step Sales Call Guide here: https://www.celinaguerrero.com/salesscript
What's your biggest question about hiring your first sales person?
Being a guest on someone else’s podcast is a fantastic way to create visibility and new leads for your business.
Christina Lenkowski, Publicity Strategist shares with us the key to successfully being accepted as a guest on the right podcasts, with the right audience for you.
If you’re ready to start 2022 reaching new audiences to increase your business opportunities, this conversation is for you!
To learn about Christina's 3 valuable services go here: https://www.publicityxchristina.com
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the 90 Day Sales Director she takes client-serving CEOs & Consultants from sales overwhelm to sales leaders, faster and with less redos, on their way to building a 6 to 7-figure business.
Set up a consult to discuss how she can help you here: https://celinaguerrero.as.me/45
Christina Lenkowski is a forward-thinking publicity strategist and educator for online course creators, service providers and coaches looking to expand their credibility, bring in new customers and go from “best-kept secret” to “go-to expert” in their industries.
During her 13 years of PR agency and consulting work, she helped clients earn spots in print publications like Martha Stewart Living, Sunset, Reader’s Digest, and Big Life, and online coverage in MSN.com and TravelChannel.com, among others.
Christina herself has been featured on websites like Medium.com and CEOHacks.com. She’s been a guest on many podcasts, including Her Empire Builder, Hustle Like a Mother, Health Coach Nation and Launch It, Girl, and helped her clients get booked on many others.
She has spoken on stages at conferences throughout the Pacific Northwest and Midwest. Christina lives in Boise, Idaho, USA, with her husband and daughter.
podcastguesting #pr, #podcaststrategy #podcastcoach #thrivebizchat
New business owners are often overworked and deal with a feast or famine business which makes hiring to get to the next level of business a challenge.
In this episode of the Thrive Biz Chat, I share the most important thing to keep in mind about time allocation of new marketing or sales hires for your business.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the 90 Day Sales Director she takes client-serving CEOs & Consultants from DIY sales overwhelm to sales leaders so they can create multiple 6-figure businesses, faster and with less risk.
Download Celina's 5 Ways to Get More Leads Cheat Sheet, go to www.leadgenfive.com.
marketinghire #saleshire #growthstrategies #highticketsales #thrivebizchat
Have you ever been asked about lowering your prices?
In this episode of the Thrive Biz Chat, I answer the question How do I Avoid Competing on Price?
Download Celina's 50 Sales Questions Cheatsheet FREE DOWNLOAD https://www.celinaguerrero.com/50
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps consultants and CEOs of service-based businesses get to their next level of growth by systematizing their sales & marketing strategy.
Want support to generate consistent revenue faster? Learn about the Thrive Sales Accelerator here: www.thrivesalesaccelerator.com
salescoaching #salesadvice #negotiation#highticketsales #thrivebizchat
Everyone has a strong opinion about sales calls. How to do them, how not to do them. And increasingly whether we need to do sales calls anymore - especially for group coaching programs.
In this episode of the Thrive Biz Chat, I discuss:
- The purpose of sales, discovery or enrollment calls
- Why some people are getting rid of them
- Reasons sales calls might be something you want to keep
Learn how to have High-Converting Sales Calls here: www.salescallbootcamp.co
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs create sales systems so they can grow and scale.
salescall #highticketsales #salesadvice #salescoaching #salescallbootcamp #thrivebizchat
There’s often a mystery about who -- out of our leads and prospects -- will become paying clients.
This fuzzy aspect of sales is one of the most difficult and frustrating parts of running a business.
In this episode of the Thrive Biz Chat, I share 3 ways to determine which of your prospects will hire you - or not - so you can make revenue projections that you feel confident about.
Download Celina's 50 Sales Questions Cheatsheet FREE DOWNLOAD https://www.celinaguerrero.com/50
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs get to their next level of growth by systematizing their sales & marketing strategy.
Want support to generate consistent revenue faster? Learn about the Thrive Sales Accelerator here: www.thrivesalesaccelerator.com
salespipeline #revenueprojections #salesadvice #highticketsales #salescoaching #thrivebizchat
Thinking about hiring a salesperson in your service-business? Or wish you could someday?
In this episode of the Thrive Biz Chat, I share some critical things you need to know before you hire a salesperson for your service-based business. Do not miss this important episode!!
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs level up their marketing and sales -- and stop relying on referrals to grow their business.
Ready to build a marketing and sales infrastructure so you can scale your business? Learn about the Thrive Sales Accelerator here: www.thrivesalesaccelerator.com
Download Celina's 5 Ways to Get More Leads Cheat Sheet, go to www.leadgenfive.com.
salesteam #hiringsales #entrepreneur #businessgrowth #thrivebizchat
If there were a business “word-of-the-year” for 2020 and 2021, it might be Zoom.
And maybe zoom is the right word to describe how we feel being on camera. Zooming in on our faces, our insecurities, our home decor!
On this week’s episode of the Thrive Biz Chat, Fortune 500 Emcee Wendee Lee Curtis shares valuable tips for overcoming the intimidating eye of the camera, so we can be our best selves and achieve our business goals.
From Broadway...to Broadcasting, Wendee Lee Curtis has enjoyed an adventurous career both on the Broadway stage and before the camera as the Traffic/ Entertainment Reporter & Anchor(fill-in) at KTNV (ABC) in Las Vegas. Wendee has quickly become the "go-to" host/emcee/moderator for live, virtual & hybrid events for Fortune 500 companies. You can find Wendee on LinkedIn at https://www.linkedin.com/in/wendeeleecurtis/
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs level up their marketing and sales -- and stop relying on referrals to grow their business.
Ready to up level up your marketing and sales and stop relying on referrals to grow your business? Learn about the Thrive Sales Accelerator here: www.thrivesalesaccelerator.com
Download Celina's 5 Ways to Get More Leads Cheat Sheet, go to www.leadgenfive.com.
confidenceoncamera #sellingoncamera #smallbusinessowner #thrivebizchat
When you start selling high ticket programs and consulting, you start to hear about and use the word sales “objections”.
Objections are things your potential clients say to you in a sales conversation that describe the reasons they’re not interested in what you have to offer.
Everyone hates them.
But in this episode of the Thrive Biz Chat, I share with you the 3 common myths about objections!
I break down what people believe them to be vs. what they really are, so you can stop worrying about them and have better sales conversations.
Ready to up level up your marketing and sales and stop relying on referrals to grow your business? Learn about the Thrive Sales Accelerator here: www.thrivesalesaccelerator.com
Download Celina's 5 Ways to Get More Leads Cheat Sheet, go to www.leadgenfive.com.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs level up their marketing and sales -- and stop relying on referrals to grow their business.
objections #salesstrategies #salestips #highticketsales #thrivebizchat
If you’re feeling the pressure or desire to create a business that's more sustainable and less chaotic, you need consistent revenue.
Consistent revenue gives you more freedom to take the clients you want, not just the ones you need, (to cover monthly expenses). It allows you to hire a team so you can take time off when you want or need it.
So if you’re not generating consistent revenue now, you'll need to take a closer look at what you’re currently doing so you can make some necessary changes.
In this episode of the Thrive Biz Chat, I’ll discuss the first thing you need to do on your path to creating a calm, steady stream of clients. And a few of the things that follow.
Download Celina's 5 Ways to Get More Leads Cheat Sheet, go to www.leadgenfive.com.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs get to their next level of growth by systematizing their sales & marketing strategy.
Want support to generate consistent revenue faster? Learn about the Thrive Sales Accelerator here: www.thrivesalesaccelerator.com
salespipeline #businessgrowthstrategy #revenuegrowth #leadgeneration #thrivebizchat
There are a number of reasons you're not generating leads.
In this episode of the Thrive Biz Chat I'm sharing what I believe is the #1 reason businesses struggle to attract new leads.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs get to their next level of growth by implementing sales & marketing strategy & systems.
Want support to grow your business faster? Learn about the Thrive Sales Accelerator here: www.thrivesalesaccelerator.com
To download Celina's 5 Ways to Get More Leads Cheat Sheet, go to www.leadgenfive.com.
leadgeneration #salespipeline #salesplan #thrivebizchat
Everyone says your #personalbrand is just about "being yourself", "being authentic".
But for some us, the real question is how?... How do I show my authentic self? Who is my authentic self and how much of it do I really show?
On this episode of Thrive Biz Chat, Crosby Noricks, Founder, PR Couture and personal branding expert shares her unique 4-part framework for developing your authentic self into a personal brand.
Why is this important? Because when you activate all the great aspects of who you are through your personal brand, you naturally attract more of your ideal clients. So, If you want to get better at being visible to increase business opportunities, enjoy this discussion.
Crosby Noricks is the founder of PR Couture, the industry-leading resource and community for PR professionals, as well as a positioning coach and strategist for subject matter experts and lifestyle brands. Her work has been featured in Forbes, Fast Company, She Did it Her Way and Create & Cultivate.
You can learn more about Crosby and her work at https://www.prcouture.com or on Instagram at @prcouture.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs get to their next level of growth by implementing sales & marketing strategy & systems.
Want support to grow your business faster? Learn about the Thrive Sales Accelerator here: www.thrivesalesaccelerator.com
To download Celina's 5 Ways to Get More Leads Cheat Sheet, go to www.leadgenfive.com.
personalbrand #pr, #personalbrandingforbusinessowners #businessdevelopment #thrivebizchat
As a solopreneur-to-small team service business who wants to grow, at some point you'll want to hire someone to help you with marketing.
But it's the common chicken & egg biz growth problem. You need more clients to pay someone for top work, but you need to hire someone who can do top work to generate those clients.
As a result, entrepreneurs' options get confusing and lead to some hiring decisions that don't always work out.
In this episode of the Thrive Biz Chat, I break down the 3 big pitfalls of hiring marketing support.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs get to their next level of growth by implementing sales & marketing strategy & systems.
Want support to grow your business faster? Learn about the Thrive Sales Accelerator here: www.thrivesalesaccelerator.com
To download Celina's 5 Ways to Get More Leads Cheat Sheet, go to www.leadgenfive.com.
digitalmarket #smallbusinessgrowth #enterpreneurlife #thrivebizchat
Being a business owner is tough. We have endless responsibilities, and that can cause burnout, exhaustion and often keeps us from building a thriving business we love. The solution to it all: boundaries.
In this week’s Thrive Biz Chat, Integral Coach, Debbie Danon helps us understand what boundaries are, what setting boundaries requires from us, how to implement them when there’s always work to be done, and what happens when we don’t. It’s gets real.
If you’re a business owner, Debbie shares a ton of practical tips that help you to create boundaries and save you energy, so you can flourish in your life and thrive in your business for years to come.
Debbie Danon is a Certified Integral Coach & Inclusive Leadership Consultant based in London, UK, with 15+ years' experience in leadership development and coaching to excellence. Through her practice 'Debbie Danon - Time To Flourish', she supports her clients to cultivate lives of true flourishing, through practising more authentic, courageous and purpose-led ways of being.
- Learn more about Debbie Danon at https://www.debbiedanon.com/
- Signup for Debbie's newsletter to be first to learn more about her upcoming programs. https://debbiedanon.us6.list-manage.com/subscribe?u=7b9671e8ed52f2aeef8936e12&id=3cf87f9e50
- As mentioned in the podcast, "What your body knows about boundaries: A haiku series." https://www.debbiedanon.com/blog/what-your-body-knows-about-boundaries
- Connect with her on LinkedIn: https://www.linkedin.com/in/debbie-danon-a8450015/
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs consistently generate more clients, so they can grow and scale their business.
Want to create a thriving service-based business? Learn more about the Thrive Sales Accelerator. www.thrivesalesaccelerator.com
boundaries #businessowner #enterpreneurlife #thrivebizchat
Newsletters, newsletters, newsletters. Are they the loyal friend you always count on to keep your hard-earned audience engaged? Or are they the neglected friend you don’t pay attention to anymore?
On this episode of the #thrivebizchat, Content Writer, Shannon Currie talks about the state of affairs of newsletters today.
She’ll help you think about whether you’re really making the most of them, and how it might be time for a newsletter makeover.
If you run a business, or run marketing for a business, this interactive discussion with a many examples will be time well spent!
Want to access Shannon's (amazing) free Subject Line Makeover Guide and get your emails opened? Go here: https://linktr.ee/loveshannon
Need to generate more leads -- so there are more people receiving your newsletter?! Download Celina's free 5 Ways to Get Leads Cheat Sheet. www.leadgenfive.com
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs consistently generate more clients, so they can grow and scale their business.
Shannon Currie is a freelance writer and owner of her own writing business, Love Shannon. She is your content partner specializing in newsletters to courses and training programs.
#emailmarketing #newsletters #contentmarketing #thrivebizchat #streamyard
We know social media is the gateway to new leads, however, you're not alone if you feel like your time on social media gets out of hand...
- So many hours making those posts
- Going into a scroll coma, until you wake up 2 hours later without having accomplished anything
- Lots of thumb twiddling, thinking of a brilliant thing to say
On this episode of the #thrivebizchat, I speak with Social Media Strategist, Kendra Grant. She shares her insider secrets to make the most of your time on social media.
If your social media content is handling you and you’re not handling it, this interactive 30-minute discussion is going to be 30-minutes well-spent!
To access Kendra's free Social Media Content and Planning Tools, go here: https://www.kaysconcepts.com
To download Celina's 5 Ways to Get More Leads Cheat Sheet, go to www.leadgenfive.com.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs consistently generate more clients, so they can grow and scale their business.
Kendra Grant is a Social Media Strategist. Her company Kay’s Concepts guides women entrepreneurs to transform their business ideas into content on social media.
socialmediastrategy #productivity #contentmarketing #socialmedia
As a solo-to small team service business, you'll need to make smart choices about how you expend resources to generate leads for your business.
In this episode of the live #thrivebizchat, I talk about how 5 ways you can generate leads consistently. I also break down the pros and cons of each so you can decide what makes sense for you to focus on in your own business.
To download the free 5 Ways to Generate Leads Cheat Sheet, go to www.leadgenfive.com.
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps small service-based businesses consistently generate more clients, so they can grow and scale their business.
salespipeline #leadgeneration #socialselling #thrivebizchat
In this live 30-min #thrivebizchat Q&A, I speak with Stacey Gordon CEO and Chief Diversity Strategist of Rework Work about how diversity is a lever for improving competitive advantage.
Stacey shares some of the broader implications of how DEI can impact a company’s market position and industry reputation.
This podcast is for you if you’re ready to understand the advantages of creating a more diverse and inclusive company.
unbiasbook #reworkwork, #diversitydiva #thrivebizchat #diversity #inclusion #DEI
To learn more about Stacy or her UNBIAS book, go to www.reworkwork.com
To check out Celina's 5 Ways to Generate Leads Cheat Sheet, go to www.leadgenfive.com
About Celina Guerrero
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs consistently generate more clients, so they can grow and scale their business.
About Stacey Gordon
As the CEO of Rework Work, Stacey coaches executive leaders on DEI strategies while offering a no-nonsense approach to education for the broader employee population. She has worked with people managers and executive leaders from companies such as American Express, ADP, Kia Motors, HP, Walmart, and many others to deliver notable sessions that support their D&I efforts. She is also the author of UNBIAS: Addressing Unconscious Bias at Work, which debuted at #1 on Amazon’s Hot New Release list, and the creator of the second most viewed course at LinkedIn learning, surpassing more than 1 million unique learners. Stacey earned her MBA from Pepperdine University Business School and her SHRM-SCP certification, as well as the SHRM Inclusive Workplace Culture Credential.
In this episode of #thrivebizchat, Content Strategist, Claire Mason shares key insights about thought leadership for service-based businesses.
She discusses:
- Why thought leadership isn't about the content format, like a blog or ebook, it's about something else entirely.
- The triangle and the "snowball effect" of thought leadership.
- How thought leadership helps you grow your business.
If you want to up-level your business marketing and improve your sales pipeline, do not miss this jam-packed 30-minute Q&A!
To access Claire's 5 Ways to Get Started on Your Thought Leadership Journey Right Now: https://clairemason.co/thought-leadership/
To check out Celina's Sales Assessment Masterclass, go to www.thrivemasterclass.com
Celina Guerrero has generated millions in revenue as a professional sales executive and marketer. As founder of the Thrive Sales Accelerator she helps service-based entrepreneurs accelerate sales so they can make more money, increase impact and love their business more. Claire Mason is a Content Strategist who works with solo entrepreneurs and small businesses. She helps them earn the publicity they deserve via thought leadership content to grow their sales pipelines.
Claire Mason is a Content Strategist who works with solo entrepreneurs and small businesses. She helps them earn the publicity they deserve via thought leadership content to grow their sales pipelines.
thoughtleadership #contentmarketing #thrivebizchat
Whether part-time or full-time, becoming an entrepreneur requires some unique mindset shifts. In this episode of the Thrive Sales Chat, Success Coach, Kysha Mitchell shares with us some insights about the mindset changes required to go from employee to entrepreneur.
What types of things should you be thinking about? What common mindset shifts are often the most difficult? If you’ve found yourself thinking about entrepreneurship or are a new entrepreneur, do not miss this inspiring discussion with Kysha.
To access Kysha's Guide click on this link: https://www.frometoe.com/i-choose-authentic-success
If you’re running a service-based business and want to find what you can do differently to accelerate your sales, check out my Free Sales Assessment Masterclass. Click on this link: https://www.celinaguerrero.com/masterclass