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

Cuvama

Cuvama is the Customer Value Discovery platform guiding Sales & Customer Success with your unique value proposition to uncover pain, sell outcomes & reinforce success.

Cuvama makes value selling easy:

• Improve sales discovery transforming your sellers into value experts
• Scale value selling giving every sales rep the confidence to sell value
• Empower Customer Success to talk about business outcomes, not customer service
• Generate better quality leads introducing value from the first customer interaction
• Connect your solution’s value to customer problems and KPIs

If you are a start-up founder, sales leader or marketing leader who needs to hit growth targets and believes in the power of Value Selling, send me a DM here on LinkedIn. I'll give you a little taste and would be happy to hear your thoughts.

Co-Founder

MG Pricing

Consultant

PROS

Alex was hired into the PROS global T&L team to lead the EMEA new business sales effort.
Alex achieved *316%* of sales quota in 2018 (based on annual contract value) from a selection of premier new logo sales.
Alex leads all elements of EMEA demand generation & sales execution with support from presales, marketing, account development representatives & professional services.

Executive Account Manager for Transportation and Logistics Industries

- Director in brand new global team set up to develop and implement a new lifetime customer value engineering methodology as part of PROS transition from on-premise to cloud SaaS company.
- Targetted on increasing average selling price of solutions and maximizing customer retention rate.
- Successfully integrated new end-to-end strategy across marketing, sales, professional services and product.
- Lead global Pre-Sale value engineering program including building compelling business cases for software enabled business transformation & integrating new methodology into sales strategy, demos & messaging.
- Took full global ownership of methodology in 2017 and was responsible for integration of methodology into core PROS professional services processes plus global rollout and training.
- Regular presenter and workshop facilitator at EMEA pricing & industry conferences.

Director, Customer Value Management

- Hired as individual contributor in 2010 then promoted to lead EMEA Strategic Consulting (aka presales / solution consulting) & PROS EMEA leadership team in 2011 
- Exceeded quota as an individual closing multi-million $ deals with Nokia, Kemira, Volvo AB & Bidfood.
- Grew the team as manager to 7 SCs covering 3 sales regions supporting ~30% YoY annual revenue growth.
- Coached & trained team to deliver value-differentiated solution vision demonstrations, compelling business cases & ‘proof’ opportunity assessments needed to engage large enterprises in transformational business projects.
- Member of the EMEA leadership supporting EMEA go-to-market strategy.
- Developed & hired a new ‘Technical Presales Architect’ role to address a key need – model now adopted globally.
- Developed & executed new partner sales enablement program to drive go-to-market strategy & scalability.
- Drove awareness & influence of PROS through regular thought-leadership blogging & conference presentations.

Senior Manager, EMEA Strategic Consulting

Nomis Solutions

Lead solution consultant for the EMEA region responsible for the sale and design of pricing optimisation solutions delivered by Nomis Solutions.
•	Own and manage the personal lending, credit cards, savings and deposits sales messaging for the EMEA region.
•	Key role in shaping go-to-market strategy and offerings.
•	Key role in Nomis’ partnership project delivery methodology working with multiple partners in the UK, Germany and Italy.
•	Successfully ran multiple pricing optimisation best practice workshops for partners, customers and prospects through-out Europe.
•	Managed the relationship with key customers in order to successfully up-sell additional services projects and ensure they maximise the benefit from price optimisation.
•	Managed and ran pricing strategy and profit optimisation assessments with multiple banks.

Lead EMEA Solution Consultant

Created and managed Nomis Solutions' global Personal Lending solution.  
•	Promoted to a new role to create and manage Nomis’ global personal lending ‘Packaged’ solution.  Objective of the role to enhance Nomis’ ability to sell, deploy and support personal lending optimisation solutions by embedding best practice expertise into the product and streamlining the sale and implementation.
•	Became Nomis’ global expert in personal lending business practices and issues.
•	Successfully gathered requirements from customers and the external market in order to define and design the solution including the development of Nomis’ expert personal lending profit model. 
•	Project managed the team which configured and delivered version one of the pre-configured solution, including supporting documentation and training, which is now in use by Nomis’ sales and services groups.
•	Developed sales go-to market strategy and marketing material to support the solution and worked with services to progress the services delivery methodology for personal lending implementation projects.
•	Solution delivers a 33% saving in implementation effort to the services group and has greatly enhanced desirability of the solution and effectiveness of the sales organisation.

Personal Lending Solution Manager

Pre-sales consulting and solution design for pricing optimisation projects with global financial services organisations.
•	First pre-sales hire recruited to establish pricing optimisation in the market and Nomis as the leaders.
•	Successfully recruited, trained and mentored 2 additional EMEA pre-sales consultants as the business grew.
•	Key player in successful new multi-million pound sales.
•	Ran multiple pricing strategy consulting engagements to advise on pricing strategy &amp; process best practice and design pricing optimisation solutions.
•	Re-designed EMEA pre-sales process introducing a structured Discovery Assessment process to understand the prospects needs and position the solution and value which was subsequently adopted by N. America.
•	Attended multiple industry analyst meetings and presented at conferences on FS pricing optimisation.
•	Gained expertise in consumer finance pricing and profitability management across personal lending, mortgages, deposits, credit cards and motor loans.
•	Re-developed Nomis’ sales messaging and material to focus on solution and benefits.

EMEA Pre-Sales Consultant

Alfa Financial Software

Pre-sales consulting, project management and business consulting as part of enterprise software delivery projects for the asset finance companies and major international banks.

Senior Consultant

After working across pricing, customer value management & sales in Tech for 20+ years I realised one thing... too many companies think their product will sell itself and are failing to achieve the value of their innovation.

I've helped a lot of companies deploy value-based pricing over the years and learnt that to set your price is one thing, but to get that price in the market is a totally different challenge.

Cuvama was born to solve this problem at scale - to help companies sell business outcomes, not products. 

I’m proud we are helping our customers:
• Increase win rates 2x
• Increase deal sizes +35%
• Accelerate sales cycles 30-50%

Always happy to chat about anything related to Customer Value Management, Value Selling, MEDDPIC, Challenger Sales. Just drop me a message...

taplio

The Battle

Tom Pisello

Alex Smith

Followers

Posts

Engagements

Likes

Performance ScoreTom Pisello's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Tom Pisello

Alex Smith

Followers

Posts

Engagements

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

Ready to grow your LinkedIn presence?

Performance ScoreTom Pisello's LinkedIn Performance