Our Team

The founders of Sales Innovation have spent most of their careers in sales. After years of coaching professionals and organizations in the art and science of selling, they have combined their insights and experience into a very different approach to sales training.

Jay Moniello

Chief Executive Officer

As a highly successful business owner, Jay believes that organizations must have a sales process that integrates sales and operations.

Skilled in consultative selling, he has coached salespeople to excel in new business revenue generation, customer retention and profitability. He has over 30 years of executive leadership and strategic planning experience in insurance brokerage, risk management and real estate.

Prior to launching Sales Innovation, he was the founder, chairman and chief executive officer of the Mathog & Moniello Companies, one of the largest independent insurance agencies in New England. In 2003, he negotiated the sale of his company to a large regional financial institution and was retained to oversee the transition.

Recognized in the insurance industry as an innovator in workers compensation, he invented a proprietary model in 1990 that offered a significant competitive advantage that still exists today.

Jay has a bachelor’s degree in business administration from Quinnipiac University and numerous certifications in management and process improvement. He is active as a volunteer, serving as chairman of the board of directors of a nationally-recognized long-term acute care hospital specializing in the care and treatment of medically complex patients, rehabilitation and sleep medicine.

Kathleen Apanowitch

Executive Vice President, Business Development

Kathy has over 20 years of sales and management experience in financial services. Her consultative approach to sales in industry niches such as healthcare and municipalities attracted large customers and built a very profitable book of business, first for a large regional insurance and risk management firm, and later for the largest independent insurance agency in southern New England.

During her tenure as a senior vice president, the agency grew by acquiring other firms. To give them a common work platform, she was responsible for developing best practices in sales and sales management processes.

Kathy also developed an inside sales operation, added technology and created a strategic planning process for large and complex sales. She introduced a new compensation plan based on a customer’s profitability to the company.

While with the agency, she served on an executive council committed to unifying separate business units and product lines. As the council’s liaison with the University of Connecticut Program for Sales Excellence, she worked with business school faculty to develop a sales mastery training program which culminated in a team project involving actual prospective clients.

Kathy received both her bachelor’s degree in economics and MBA in marketing from the University of Connecticut. She is active as a volunteer for three nonprofit organizations: the Special Olympics, a regional community service program, and a partnership of local, regional and state government and businesses that works to keep youths safe and drug-free through mentoring and other programs.

Jeff Tanner, PhD

Academic Director

Jeff is responsible for the academic integrity of our sales education and training programs.

Ever since he was a 12-year-old selling holiday cards door-to-door, Jeff has devoted himself to sales and teaching others how to sell.Immediately upon graduation from college, he sought jobs in sales, first at Rockwell International and later at Xerox Corporation. In his eight years with these companies, he held positions in strategic planning, marketing, and sales.

While working in sales training at Xerox, he discovered his love of teaching. This led him to pursue his doctoral degree, writing his dissertation on sales and organizational buying.

The salesman turned scholar in 1988. He joined the faculty at Baylor University in Waco, Texas, where he is a professor of marketing and the associate dean of the Hankamer School of Business. An internationally-known expert in sales management, he has taught sales courses to executives and business school students in Australia, Canada, Colombia, France, India, Ireland, Italy, Mexico, Switzerland, and Trinidad & Tobago.

As the academic advisor for the Sales Innovation curriculum, Jeff develops the objectives for learning and determines what adults need to know to improve their sales performance. Sales tactics and the theories behind them are taught together, providing the “why” as well as the “how to.” This helps to engage sales professionals in learning sooner and maximizes the transfer of learning to practice.

Jeff is our academic gatekeeper who draws on sales and marketing scholarship, the latest research, and his network of foremost experts in the fields of psychology, sociology, economics, sales, and marketing. His efforts create the bridge between the academic and practical components of Sales Innovation programs.

A prolific writer, he has authored or co-authored 13 books, including the best-selling textbook “Selling: Building Partnerships” and the leading graduate sales management text, “Sales Force Management.” Most recently, he wrote “Principles of Marketing” with Mary Ann Raymond and “Sales Management: Shaping Future Sales Leaders” with Earl Honeycutt and Robert Erffmeyer. His books have been translated into several languages and distributed in more than 30 countries.

His blog is Tannerisms on Tuesday. His articles have appeared in Business Marketing, Marketing Management, Journal of Marketing, Journal of Business Research, Journal of Personal Selling and Sales Management, and other publications.

Frank E. Hall

Ombudsman

Frank provides business and technical solutions that support smooth teamwork at Sales Innovation.

He oversees all aspects of Information Systems and Technology. He also directs and guides the development of policies and procedures related to Operations and Human Resources. His approach to these different challenges is reflected in his title. As Ombudsman, Frank serves as the intermediary between the organization and its internal and external constituencies. Whatever an individual, constituency, or the organization needs, Frank looks out for the best interests of all while he gets things done.

He brings a unique blend of organization and creativity to his role, drawing on his corporate and entrepreneurial experience. For the first 25 years of his career, he worked at IBM. He held a variety of positions in Technical Systems, Project Management, and Line and Staff Management. While Manager of Staff Services at IBM’s Academic Information Systems, Frank helped the fledgling business unit to compete against Apple and Digital Equipment Corporation to increase usage of IBM computers at universities.

He left IBM to join The Mathog & Moniello Companies, Inc., as Executive Vice President. His expertise in a wide range of key business areas helped Mathog & Moniello to grow and become one of the largest independent insurance agencies in New England. After the firm was sold to Webster Insurance, a division of Webster Financial Corporation, Frank became Senior Vice President of Webster Insurance, responsible for all aspects of Administration, Operations and Information Technology.

A graduate of the Connecticut School of Electronics, Frank earned his degree in Operations Management from the University of New Haven.

Leif Fellinger

Director, Client Services

Leif works with our project teams and customers to assess client need and to assemble the tools and programs required to successfully meet the business challenge.

Sales training and management has been the focus of Leif's career for over 25 years. He started in the financial services industry, moving on to developing the sales effectiveness programs for group benefit and healthcare insurance companies.

He held staff positions as a sales director, sales trainer, project manager, and process leader with Fortune 100 companies. At CIGNA HealthCare, he became national director of retail sales for its Medicare HMO Division, tripling its size. Leif was a sales coach at NovaStar Financial and developed sales curriculums while at Aetna, The Hartford, and two regional banks.

An avid youth hockey supporter, he has served on the board of Simsbury Youth Hockey and on his son's high school booster club.

Leif earned a bachelor of arts in economics from Trinity College in Hartford.

Frank A. Scalia, Ph.D.

Dr. Scalia works with Sales Innovation on human resources strategy and recruiting. He has developed our selection protocols and process for regional educators, which includes a behavioral interview, competency testing, and a practice teaching session. He also oversees the consulting services we provide to our customers in the area of sales and sales management talent.

Dr. Scalia holds a Ph.D. in Industrial/Organizational Psychology from Carnegie-Mellon University and is a licensed Psychologist in the State of Connecticut. He also received his undergraduate degree in Psychology from the University of Rochester. He specializes in executive coaching, strategic planning and implementation, organization development, organization design, team effectiveness, team faciliation, employee involvement, employee surveys, 360° surveys, performance appraisal systems, needs analysis, meeting design/facilitation, selection testing, executive candidate assessment, assessment centers, and design and delivery of management and executive development programs for a variety of clients in the U.S., Canada, Eastern and Western Europe, Latin America and the Far East. With top ratings in consulting assignments, executive coaching, and in delivering seminars, he has worked with manufacturing, banking, utility, retail, insurance, health care, education, legal services, consumer products, chemical, fiber optics, aerospace and pharmaceutical organizations.

Dr. Scalia has more than 35 years’ experience as a business executive. He was previously Corporate Director of Employee Relations & Organization Development at Barnes Group Inc., a Fortune 500 manufacturing and distribution company. He was a faculty member of the Schools of Business at Central Connecticut State University and the University of New Haven and has been adjunct faculty member of the Center for Creative Leadership where he formerly served as a full time staff member. He was previously Assistant Vice-President, Human Resources Development, at Connecticut Mutual Life and served on General Electric's corporate staff.

He served as a Member of the Board of Trustees, Graduate School of Sales Management and Marketing, Syracuse University; a Member of the Society of International Fellows at Central Connecticut State University; a Member of the Board of Directors of the Capital Community Technical College Foundation; and a Member of the Executive Advisory Panel of the Academy of Management Executive. Dr. Scalia is also affiliated with the American Psychological Society, the Academy of Management, the Society for Industrial and Organizational Psychology, the International Association of Applied Psychology, and the state and national chapters of the Society for Human Resource Management. Dr. Scalia is a Fellow, Life Management Institute.

David Buhler

David Buhler works with Sales Innovation to help us stay on the leading edge with respect to course management and sales 2.0 technology. Dave is the founder and president of Aegis Information Systems, an Application Service Provider and network consulting company based in Hartford, Connecticut.  He brings nearly 20 years of comprehensive network systems design, application development, service management and sales experience to Aegis.

Prior to founding Aegis, David was Director of Technology Consulting, Technical Services Manager and Lead Networking Architect for Micros-to-Mainframes, a New York and Connecticut based systems integrator.  In this capacity, he managed the technical services team, developed a comprehensive incident tracking system, and gained expertise in many of the client/server based applications used by the small to mid-sized business community.  Prior to joining Micros to Mainframes, David worked in a customer support capacity providing Technology Training, Help Desk Support and Application Development services for Aetna/US Healthcare working with many diverse enterprise-class computing solutions. 

David received Bachelor of Science degree in Management Information Systems from the University of Connecticut in 1991 graduating Magna cum Laude; he also holds high-level Technical certifications from Cisco, Novell, Microsoft, Lotus and Banyan.

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