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

GrowthIQ.ai

Backed by 20+ years of experience enabling revenue growth, at GrowthIQ Consulting, we help businesses scale with AI-driven strategies, automation, and model training. From AI strategy to execution, we enable:

- AI Advisory: Tailored AI strategies and implementation
- AI Model Training & Execution: Developing custom agentic workflows
- AI-Driven GTM: Using a three-level AI maturity model to achieve optimized AI
- Human + AI: GrowthIQ Network of Experts to provide the context

Principal Consultant

Twin Cities Chapter of Global AI Community

Founded and lead the Minneapolis–Saint Paul chapter of the Global AI Community. The global AI Community is a nonprofit with over 100,000 members and 100+ local chapters worldwide. Today, the Twin Cities Global AI chapter has a ten-person leadership team with a mission to unite AI enthusiasts, business leaders, and learners to explore how AI can drive intelligent business growth. What we do:

•	Organize quarterly in person events focused on practical AI use cases across industries
•	Facilitate peer learning, speaker panels, and networking opportunities
•	Promote ethical, strategic AI adoption for business transformation
•	Maintain a trained AI model called 'Ellie' that serves as a best practice sharing platform to enable our members
•	Part of the Global AI Community with 4,641+ events hosted since 2018

Founder | Twin Cities Non-Profit Global AI Community Chapter

CXera

As Co-Founder and President of CXera, I spearheaded the launch of our AI-driven SaaS platform and currently lead strategic business development. Key accomplishments include:
- Formed key technology vendor partnerships with Zoom, Zapier, Google, and Slack.
- Expanded market presence a thought leader network and the CXera template marketplace.
- Improved customer experience with advanced microsites powered by AI.

Advisor & Investor

Sales Enablement Society

The Revenue Enablement Society (RES) is a volunteer organization established in January 2016 by a diverse group of sales and marketing professionals to clearly define Revenue Enablement and its impact on business outcomes. Since our inception, RES has grown to over 11,000 members in 29 regional chapters across 59 countries. Learn more at resociety.global

Revenue Enablement Society | Non-Profit | Founder and Former Board Member

TRIPTYCH

As VP of Marketing and Sales at Triptych, the high-tech division of parent company Marek, I drove brand awareness and expanded North American Sales. By refining our messaging and adopting a customer-centric sales approach, I strengthened our market position and improved customer retention, ensuring alignment between our sales strategies and organizational objectives.

Triptych VP of North American Sales & Marketing

As Vice President of Global Training and Enablement at SAP's Customer Experience organization:
- Led the Global CX Enablement Council
- Recruited and managed a team of Regional Advisors across seven regions.
- Implemented virtual sales onboarding programs, reducing ramp-up time.
- Developed a global and regionalized enablement platform with tailored content and coaching.

VP, Global Enablement, Training & Operations

Mindmatrix

As VP of Sales and Business Development at MindMatrix, I drove revenue growth by leading sales strategy and operations for both direct and channel sales. I was instrumental in optimizing sales processes and making strategic decisions to enhance market penetration and achieve business goals.

VP North American Sales and Business Development

CallidusCloud

As General Manager of Sales Productivity, Enablement, and Training at CallidusCloud, I led the company's transition from traditional software to a recurring revenue SaaS model. Key achievements include:
- Managing staff, financial budgets, and product sales to drive platform deployment.
- Implementing virtual onboarding and continuous learning programs to enhance sales productivity.
- Providing operational leadership that supported the company's growth and market success.

CallidusCloud, GM Sales Enablement Business (acquired by SAP)

iCentera

As CEO and Co-founder of iCentera, I helped pioneer the Sales Enablement market registering www.salesenablement.com in 1998, then launching a commercial Enablement SaaS platform in 2002.
- Raised venture capital. 
- Scaled to over 150 customers and achieved profitability by 2005.
- Established partnership with early SaaS companies including Salesforce.com and Eloqua. 
- Led iCentera's acquisition by CallidusCloud in 2011.
- Collaborated with clients such as NetApp, Thomson Reuters, Motorola, Informatica, CDW, NBA.
- Secured two U.S. patents for Intelligence Centers for Marketing and Sales.

CEO and Co-founder, iCentera (acquired by CallidusCloud)

NetIQ

At NetIQ, I led Sales Engineering, Sales Operations, and Global Training, enabling all customer-facing roles. Key achievements include:
- Implemented globally a value-selling methodology.
- Designed and delivered an internal sales enablement platform.
- Help scale the sales team from 5 to over 500 members.
- Expanded the partner network to more than 5,000 partners.

Director, Sales Engineering & Enablement (IPO in 1999)

AI-Driven Revenue Growth | SaaS Founder in 2002 | Led Startups | 2 Successful IPOs | 2 Private Exits

Specializing in operational leadership and AI-driven revenue enablement, with a focus on driving profitable growth and fostering cross-functional collaboration. Skilled in defining strategic visions, enhancing sales team performance, and aligning efforts for customer success.

Instrumental in growing companies, including two successful IPOs and two private exits. Reserved the domain www.salesenablement.com in 1998 and in turn co-founded a Sales Enablement SaaS product company in 2002, pioneering sales enablement in the commercial market. 

Leading an AI-driven consulting firm specializing in enhancing revenue growth through AI at every stage of the buyer journey.

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