Tom Pisello

Tom Pisello is a founder, CEO, speaker, and author with over 30 years of experience in value marketing and selling, sales enablement, and go-to-market (GTM) strategy. He is the founder of and Partner at Genius Drive, a consultancy that helps organizations craft, communicate, and quantify their value story to prospects and customers.

Tom is also a growth evangelist and a purpose-driven leader who founded Growth through Grief, a ministry and resource for widowers, and the Enterprise Value Collective (EVC) a community for value-centric sales, marketing and customer success professionals. 

Tom has authored several books on value management, enablement, and selling (Evolved Selling and Frugalnomics Survival Guide), and co hosts The Value Coffee Talk podcast. Tom is passionate about helping others achieve their personal and professional goals through value storytelling and leveraging a growth mindset.

When not at work, you can find Tom working out, running, playing piano, writing poetry and articles at a local Chelsea coffee shop, checking out vintage 356 or air-cooled 911 Porsches (for when he has a garage again), or walking the streets of New York City (with the Staying Alive soundtrack playing in his head).

Founder / CEO

Helping organizations better craft, communicate and quantify their value story to ever-more economic focused prospects and customers.

2025: It's a Wrap

Thank you all for such an incredible growth year: more than doubling our community memberships and podcast / article downloads!

See the stats: what you and the Business Value Collective community said were the most popular insight articles, podcasts and white papers. 

https://lnkd.in/dDy54W28

#valueselling #GTM #B2B
Genius Drive

Founder/Partner @ value selling consulting firm Genius Drive | Podcaster | Author | Helping B2B Solution Providers with Inspired Value Storytelling for improved Sales, Marketing and Customer Success

🎉 What does 2026 have in store?

Checkout my top 5 predictions for the New Year here: https://lnkd.in/dvf9wvZ8

#valueselling #GTM #B2B
Business Value Collective
Genius Drive

Ever want to get Inside the mind 🧠 of a PE Operating Partner, to learn what's working best (and what to absolutely avoid)? 

🎙️ Checkout our podcast with Mike Slater here: https://lnkd.in/eVwvgkbG

#PE #B2B #GTM

Genius Drive
Business Value Collective

👉 Value Leaders and Practitioners: Checkout this interview with Mike Samuels, revenue and value veteran at Pendo, to learn exactly how to optimize your value practice for 2026. ✅ 

🎙️ View the episode here: https://lnkd.in/eFMjUu6b

#valuemanagement #valueselling #GTM
Genius Drive
Business Value Collective

🎉 Realized Value: An absolute mandate for 2026 Customer Success.

Checkout the 🧠 research on why this should be your #1 priority for the New Year, and what our Business Value Collective shared is working best, where you should be investing, and what you definitely should avoid when it comes to Realized Value.

👉 Read more:
https://lnkd.in/d5hSirdF

#realizedvalue #valueselling #customersuccess
Genius Drive

Loved this conversation with Ray Meiring!

In the latest episode of the Value Coffee Talk podcast, Tom Pisello sits down with Ray Meiring, CEO of QorusDocs, to explore why proposals without value are destined to fall flat.

Ray shares a powerful analogy. A proposal without value is like a light bulb without electricity. It might look polished, but without the power of clearly articulated business value, it simply does not work.

Together, they discuss how proposal volumes are rising across industries, from technology to legal, professional services, and engineering. At the same time, proposals are becoming more complex, expectations are higher, and AI is pushing teams to move faster. In this environment, speed alone is not enough. Trust, credibility, and value must be present from the very first interaction.

The conversation dives into why value modeling must be embedded directly into proposals, not treated as a separate exercise. When proposals combine strong storytelling, compelling presentation, and defensible business value, they resonate with stakeholders, earn trust, and drive better buying decisions.

🔗 Watch the full episode: https://lnkd.in/g-GYDj2y 

We are proud to sponsor the Value Coffee Talk podcast. Follow Business Value Collective to stay up to date on the community resources.

#GeniusDrive #ValueCoffeeTalk #Podcast #ValueSelling #ProposalManagement #RevenueLeadership #ValueEnablement #GTMStrategy #B2BSaaS #BusinessValue

✅  Checkout a valuable Value Coffee Talk episode with Angela Hughes , revenue acceleration leader from Ping Identity 🔒 - on how to best elevate customer conversations to drive bigger opportunities and better win rates. 📈 

🎙️ https://lnkd.in/eq9BksPh

#b2b #salesenablement #valueselling
Genius Drive
Business Value Collective

🚀 New Episode Alert! 🎙️

🤔 Ever wondered if sales engineers hold the key to unlocking customer value? 

In Episode 91 of Value Coffee Talk, I sit down with Stephen Morse, CEO of the SE Leadership Institute, to explore how SEs are evolving beyond technical roles 🛠️ into strategic value creators. 💵 

👉 Listen now: https://lnkd.in/dJFtJvrk

#Podcast #SalesEngineering #ValueSelling
Genius Drive
Business Value Collective

Open article: Episode 91: Unlocking Customer Value - Do Sales Engineers Hold The Key? by geniusdrive.com

Episode 91: Unlocking Customer Value - Do Sales Engineers Hold The Key?

What's next for Value Leaders in 2026? Checkout @Max Elster's take here in this Value Coffee Talk podcast!

Max Elster, CEO and Founder of Minoa, explains that value teams are evolving from deal support to value orchestration. The modern value leader no longer focuses on building isolated business cases, but on owning the end to end value narrative across the entire go to market motion.

In this new role, value teams align sales, marketing, customer success, and product around a shared value framework. They ensure every asset, message, and customer conversation ties back to real use cases, outcomes, and consistent positioning. This shift is being driven by CROs and executive teams who want value to operate as a system, not a one off activity.

Value leaders are becoming the owners of how value is defined, communicated, and scaled. Orchestrating value is now a leadership responsibility, not just an enablement function.

#GeniusDrive #ValueCoffeeTalk #Podcast #ValueSelling #ValueLeadership #ValueEngineering #GTMStrategy #RevenueGrowth #CustomerOutcomes #ValueOrchestration #B2BSaaS #SalesEnablement

🚀 New Value Coffee Talk Episode! 🎙️

In Episode 90, I talk with Tom Canning, experienced CRO and Operating Advisor, about the emotional toll GTM and sales teams face when customer priorities shift and deals slip out of their control. We dig into why burnout is so common - and how to build resilience to stay confident and successful.

Key points to inspire you into the New Year:
 • Burnout often stems from lack of control
 • Customer shifts create stress and uncertainty
 • Emotional resilience is essential in GTM
 • Strong support systems help reduce burnout

👉 Listen here: https://lnkd.in/eMAnUDwQ

#GTM #SalesLeadership #Resilience
Genius Drive
Business Value Collective

Open article: Episode 90: B2B GTM - The Emotional Toll of Customer Control by geniusdrive.com

Episode 90: B2B GTM - The Emotional Toll of Customer Control

WorkForce Software

VP Value Engineering and Customer Success

Established global value engineering program to help potential and current customers quantify the value of automating and improving critical workforce management processes including:
Time and Attendance
Absence and Leave Management
Scheduling
Fatigue Risk Management
by implementing our cloud-based workforce management solutions for the modern world. 
Value Consulting work with partners - SAP Value Engineering(Business Transformation)  and Oracle Insight teams - on ROI analyses.

Director Customer Value Program

GrowthSpace

Targeted coaching in strategy, value selling and go to market planning -- delivering a unique experience that contributes to employees’ professional development and personal growth, Enjoying helping others perform their best at work!

Executive Coach

Blue Green Interactive

Responsible for Sales, Project Management and Service Delivery

Blue Green Interactive provides
- Technology Planning and Development
- Technical Management including Program and Project Management
- New Product and Service "Go To Market" Strategy Development
- Marketing Plan Development
- Content Creation, Curation, Sourcing and Management
- Analytics and Measurement
 
Blue Green Interactive is a Michigan-based Woman Owned Small Business.

Principal

Cengage Learning

Responsible for marketing programs and development of best practices for marketing success metrics

Director Marketing Programs

IHS Automotive (Now S&P Global)

Grew revenue from Analytic and research studies, Directed team of 22 Consultants delivering billable and pre-sales consulting services

Director Analytical and Advisory Services

Applied Consulting Group Inc.

Delivered service line packaging/re-messaging projects and international marketing and sales strategy development projects

Owner

MSX International

Led team of Consultants responsble for creating complex business outsourcing solutions including people, processes and technology elements for major accounts in auto, transportation, medical product verticals. Rolled out process to quantify business value and ROI of solutions. Led team of Corporate  Account Managers.

Vice President/Director Business Solutions and Account Management

Established US and UK IT services business unit, Responsible for business unit performance and Sales, Marketing and Software Development teams, Led unit to ISO 9001 certification for web development, Microsoft Certified Solution Provider

Director of Information Technology

Technology Planning, Develop technology solutions for outsourcing projects, Implement JDE/Oracle ERP systems, Performed due diligence for IT company acquisitions,

Director Information Systems Planning

Manager Systems Engineering

Systems Engineer

My passion is simple -- let's use the data to drive toward strategic goals and add some objective success measures along the way!  Change is hard but I can help! 

Whether through 
- development of economic impact studies(ROI) models to build a case for technology investments
- measurement of value realization of tech and marketing programs
- data-driven demand generation programs
- re-vamped product positioning and improved strategic marketing processes
- improved customer targeting
- sophisticated data analytics to support critical decision-making 
- launch of a new website or mobile app
- coaching and leadership development or 
even the creation of a new consultative sales process, 

I can help you pinpoint which "dials" to turn and create and execute plans to make strategic plans a reality.

If I can't help, I may know others who can. I'm known as an "Integrator" and enjoy connecting people with others that can help them achieve their goals! If you need a connection or want to discuss hockey, new tech or a hot,new travel destination - message me.

I'm proud to have worn many hats in my career such as:
Programmer, Analyst, IT Business Unit Leader, Vice President Pre-Sales and Account Management, Project Manager, Consultant, Analytics Practice Leader, Strategist, Marketing Director, Coach and Volunteer.

I speak "tech" and business, marketing and sales.

I have enjoyed learning about and working in several different international industries: Automotive, Software, Professional Services, e-Learning and Publishing --
at some of the most diverse and interesting companies on the planet such as: GM, Ford, Toyota, Chrysler, Honda, Nissan, MB, Fiat, CNH, Internet start-ups, Service Companies, Insurance, Non-profits, Higher-Ed, K-12 Schools, Public, State and Local Government and Special Libraries.

I'm known for getting new ideas from the screen or whiteboard to the bottom line, starting quick, moving fast and measuring and problem-solving along the way. Let's get going!

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Tom Pisello

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The Battle

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Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Tom Pisello's LinkedIn Performance

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