Client Builder Sales and Marketing is led by Larry Lewis out of its headquarters in Pittsburgh, Pennsylvania. In addition to Larry, the team consists of Michael Andersen in Florida, Kelly Hale in Central Pennsylvania, Bernie Heine in Massachusetts, and Tim Miller in Illinois.
Larry Lewis is the founder and president of Client Builder Sales & Marketing (“CBSM”). Over the last two decades, Larry has worked with hundreds of companies of all sizes and scope. His practical, street-smart approach to prospecting and selling has helped hundreds of sales executives, small business owners, and independent professionals increase their sales and profits with more control, greater confidence and less effort.
Larry is the author of “Client Builder Selling” and the creator of the “Client Builder Academy” online sales coaching platform. He is also an entertaining professional speaker who has spoken to hundreds of trade and professional organizations on the topics of selling and sales management. Prior to forming CBSM he was a top sales performer for Lexis-Nexis and Thomson Reuters and a sales manager with several smaller firms. Before pursuing a career in sales he practiced for four years as a trial lawyer.
Larry holds a BS in Marketing from the University of Virginia and a JD from the Duquesne University School of Law.
Michael is a seasoned business coach and strategist and the founder of Essentia Business Advisors (“Essentia”), a company focused on helping businesses grow revenue and develop entrepreneurial opportunities. Throughout his career, Michael has led projects in the areas of sales force development, sales organizational alignment, brand development, marketing strategy, and CRM implementation. He was an early visionary for mobile sales CRM and is a nationally recognized speaker on the topic of “Organizational Change and CRM Adoption.”
For fifteen years prior to forming Essentia, Michael owned and operated a technology consulting firm which grew to be one of the largest CRM implementers in the world with over 2500 customers in six states. After selling his stake in the company he expanded his range of expertise by working as a consultant to larger corporations including Wells Fargo, Sprint, John Deere, AgReliant, Novartis Pharmaceuticals, Marsh McLennan, General Mills and Brinker International. Since founding Essentia, he has dedicated himself to coaching business owners, company presidents and sales executives in the area of sales and marketing and frequently fills the role of Sales and Marketing Vice President on an interim basis.
Michael has BBA from the University of Iowa and an MBA from Drake University. He also serves as an adjunct professor at Simpson College in Iowa.
Kelly has spent most of her career in the fresh produce industry. Most recently Kelly has been developing teams for both well established and start-up organizations in the agricultural technology arena. As the V.P. of sales for an Ag Tech company, her ability to assess talent, identify the strengths and weaknesses of team members and tailor training programs designed to maximize the potential of each individual led to a 300% increase in sales over a period of 18 months.
Prior to leading the sales effort at several different companies, Kelly started in the area of Research & Development, where she was an integral part in the development of modified atmosphere packaging for fresh salads. During this time she was often asked to present directly to retailers to explain the value of this new style of packaging and why they needed to pay more for this technology. This sparked a desire to get more involved with the selling side of the industry where she quickly learned that in order to truly partner with a customer you must first understand their challenges and gain their trust before working with them to find solutions. As she became more experienced and successful at this she began coaching and training others on the team to be more effective sales professionals.
Kelly has a BS in Microbiology from the University of Maine and a MS in Food Science from the Pennsylvania State University.
Bernhard Heine is a business and executive coach and the founder of Professional Business Coaches Inc. (“PBC”), a company dedicated to helping business owners and leaders achieve their vision. Bernie has more than 25 years of experience working collaboratively with business partners in all phases of business management, restructuring and transformation including strategic planning, marketing and sales, organizational design, engineering consulting, project management, coaching and facilitation.
Prior to forming PBC he was the Executive Director for Strategy and Business Development at Textron Inc. where his responsibilities included advising senior leaders, facilitating meetings and training sessions, leading strategic planning initiatives, conducting corporate and business strategy assessments, and screening attractive industry and business growth opportunities. Before joining Textron he also worked for Coca-Cola in Germany implementing new sales and marketing strategies and as a management consultant with the Boston Consulting Group.
Bernie holds a BS in marine engineering from the U. S. Merchant Marine Academy and an MBA from the Harvard Business School. He is also fluent in German.
Tim Miller is the founder and president of Business Development Associates. For the past twenty years he has worked as business development consultant to scores of restoration and remodeling contractors, as well as distributors and manufacturers that sell to these contractors. Using a unique approach that couples marketing strategy with sales development, he has amassed more than $150 million (and counting) in incremental revenue for his clients.
Prior to starting Business Development Associates, Tim was an owner of three different construction companies specializing in remodeling and restoration where there was an historic preservation or artistic element to the projects they worked on. Before this, he spent eleven years as the V.P. of Marketing and Sales for Jon-Don Inc., a company that sells equipment, parts, services and training to commercial and residential restoration and remodeling contractors. During his tenure the company grew from one million in annual sales with eight employees, to eighteen million in annual revenue with almost eighty employees.
Tim’s primary objective has always been to inspire business and sales leaders to take action to uncover and fix their hidden sales and business problems and use that knowledge to transform their businesses, create true wealth and achieve their dreams!