224. The 6-Figure Pipeline Playbook with Ellie Holbert

Think building a seven-figure consulting pipeline in just 16 weeks is impossible?

Think again.

In this episode, Melisa Liberman sits down with Ellie Holbert, a first-year independent consultant, who shares the real story of how she went from zero pipeline and a canceled contract to 56 opportunities and a multi-seven-figure funnel without prior sales experience.

Ellie lays out the practical steps and mindset shifts that fueled her meteoric start, including how she reframed rejection, established peer-to-peer relationships with C-suite executives, and reached decision-makers at brand-name companies through a consistent, imperfect action strategy.

Melisa and Ellie break down why being willing to be uncomfortable is a key advantage in building a thriving consulting business, and how emotional regulation, not flashy branding or a perfect elevator pitch became Ellie’s superpower.

Timestamps for Key Moments:

[12:45] How Ellie created a repeatable pipeline strategy that turned cold outreach into C-suite conversations without pitching.

[21:04] The specific tactics she used to book 115 calls and identify 56 qualified opportunities in just 4 months.

[25:14] Why targeting the economic buyer, not just the end user, is critical to converting interest into closed business.

[35:20] How to rewire your mindset to operate like a business owner, not a job seeker even if you're new to consulting.

Tune in to Episode 224 to get a playbook you can immediately apply to build or reboot your pipeline grounded in real actions, not theory.

Related Resources

• Full Show Notes: https://shownotes.melisaliberman.com/episode-224/
• Read Chapter 14 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality, https://www.amazon.com/dp/B0CSXJBGVB
• Related Podcast Episode: Episode 200 - What's Possible for your Consulting Business, https://shownotes.melisaliberman.com/episode-200/
• Work with Melisa: Apply for a Coaching Exploratory call at https://www.consultmelisa.com
• Connect with Ellie: https://www.linkedin.com/in/ellie-h-1b661147/

Want More?

• Get Melisa’s Book: https://www.melisaliberman.com/book
• Visit with Melisa’s Website: www.melisaliberman.com
• Follow on LinkedIn: linkedin.com/in/melisa-liberman
• Get Notified When Melisa’s Products Launch: https://www.melisaliberman.com/growth-atlas-products

Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.