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

NetSuite

Member of a team of global Value Management consulting professionals who engage with prospects, customers, and partners to identify, quantify, and communicate the strategic value and financial impact that NetSuite can deliver through our market-leading business commerce cloud platform.

Principal Value Management Consultant

Self Employed

Provided pre and post implementation consulting services on NetSuite cloud-based ERP, including financial reporting, analytics, KPI's, dashboards, commission programs, CRM and inventory management initiatives. Performed data architecture analysis, mapping, conversion and imports. Added significant value for clients by recommending and implementing best practices, improving business processes, system customizations, enhancing reporting and training employees on how to get the most from the system.

Assisted with sale and transition of former employer where I was the CFO. Developed a strategic model to facilitate the sale. Developed post-acquisition operating plan. Implemented Adaptive Planning, a cloud-based financial reporting, budgeting and forecasting system, deployed with Netsuite cloud-based SaaS ERP.

Assisted a local start-up company with improvements in accounting, business processes, systems and e-commerce platforms.

Launched a consumer products business, creating a brand, importing product internationally and selling online and through the Amazon FBA program.

Launched a new version of a software product I created in 2004 that has sold to thousands of users in over seventy countries.

Authored a book with an international publisher that quickly reached the top position in its category on Amazon and has been translated into eight languages.

Financial / Business Systems / NetSuite ERP Consultant

IRON Solutions, Inc.

Provided overall financial and administrative direction to VC / private equity-backed technology growth company in data, software and media services.

Contributed to reorganization and restart of this industry-leading company, closing three offices, establishing the Nashville headquarters office, completely replacing business systems, doubling revenues and improving profitability eight-fold.

Led accounting, finance, business systems, H/R, customer service, product, legal and administrative areas.

Led implementation of NetSuite cloud-based SaaS ERP software for this recurring revenue subscription business.

Led transition to a PEO-based employment model to improve benefits programs and professional support in H/R and payroll functions.

Analyzed business development opportunities on key product, customer and market growth initiatives.

Healthways

Provided overall financial direction to business unit leaders and supporting teams of the largest part of this rapidly growing public healthcare company, a $0.5 billion commercial healthcare group.

Participated in the formation of a new process-based organization structure with eight business units.

Initiated and led the selection and implementation of SAP Business Planning and Consolidation (formerly Outlooksoft) to increase operating performance, improve forecasting accuracy and the effectiveness of dozens of financial team staff members.

Left due to restructuring related to a major acqusition and downturn in business.

V.P., Finance

PhiPoint Solutions, LL

Primary liaison with investment bankers on divestiture of $0.8B unit of public company.

Interim CFO in seeking funding and strategic alliances for a wireless mesh networking startup.

Business development on energy saving systems. Developed new sales strategy based on financial impact.

Developed commercial software and related website which achieved #1 position in its category on Google. Sold to thousands of users in over 70 countries.

Independent Consultant / Business Development

La-Z-Boy

Provided overall financial, technology and strategic direction to the Group President and management teams of eight companies and several international joint ventures of the $1.5 Billion Upholstery Group, which covered 75% of this public company.

Implemented Sarbanes-Oxley and developed a program for focusing on key financial controls and analytics that became the corporate standard.

Created the first corporate-wide sales data warehouse and business intelligence application using ArcPlan and SQL to leverage customer relationships across brands and to identify new sales opportunities.

Developed the vision, business case and financial justification for a multi-divisional ERP project using J.D. Edwards.

Identified and resolved balance sheet and inventory errors that had gone undetected in internal audits.

Performed organizational assessments that led to the replacement of three division controllers.

Left due to restructuring following change in CEO.

V.P., Group Controller

Cendant

SVP, CFO of FISI-Madison Financial, which was later renamed Progeny Marketing Innovations and then sold to Affinity Acquisition Holdings LLC. Worked on restructuring the company during new federal privacy regulations that impacted its go-to-market model and during the terrorism attacks on September 11, 2001.

S.V.P., Chief Financial Officer

Ceco Door Products

Acquired by United Dominion Industries in 1990, which was acquired by SPX in 2001.  Provided direction on financial, strategic, technology and human resource areas to the Group President and the presidents and controllers of five business units with operations in the U.S., Canada and Mexico.

Participated in acquisition of six companies and the sale of our own company.  Prepared and delivered presentations to owners, purchasers and bankers.  Coordinated due diligence and integration.

Led the Corporate I/T Center of Excellence within UDI, which ranked 34th of 500 companies in Information Week’s listing of the most innovative users of information technology.

Re-engineered the annual planning process, reducing preparation time and improving flexibility.

Co-chaired TQM initiative, providing training, process improvements and balanced scorecards.

Restructured compensation programs to pay-for-performance basis.

Proposed and directed a $4M project to replace outdated mainframe systems with an AS/400-based ERP system, reducing I/T costs by $1M per year and staff by more than 50% and creating strategic advantage.

Proposed the spin-off of a product line into a separate business that grew from $20M to $50M.

Assisted in sale of own company and coordinated office relocation to Nashville from Chicago.

Significantly improved systems and controls, reducing the closing cycle to two days from two weeks.

CFO & CIO (Final position)

Final position as Group Controller, preceded by Controller & Operations Manager, Accounting Manager, Financial Reporting & Analysis Manager, and Internal Auditor. Led systems implementations and improvements in all roles.

Controller (Final position)

Arthur Andersen & Co.

Audit Senior, managing audits of public and private companies in the manufacturing sector.

Audit Senior

Career CFO/CIO turned consultant, with 5 years as an independent consultant focused on NetSuite cloud-based ERP/CRM, and now a member of NetSuite's global Value Management consulting team.

25+ year background as a versatile operating executive, with broad experience as a senior management team member leading finance and information technology, as well as human resources and operations.

Innovator in leveraging technology to advantage, with experience in leading ERP, GL, HR, CRM and BI implementations in SaaS, cloud-based platforms including NetSuite and other industry leading systems.

Fortune 500, private equity and venture capital experience in startup, turnaround, acquisition, divestiture, reorganization, relocation, multi-plant, group, corporate and international settings.

Consulting and entrepreneurial experience in systems implementations, business development, M&A, business modeling, planning, strategic assessments, software development, web site development and Internet sales strategies.

Recognized as a creative strategist with outstanding conceptual and problem-solving skills who applies keen analytic and organizational skills to deliver innovative solutions to complex business challenges.

A change agent with vision and passion for achieving significant improvements in processes and results.

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The Battle

Tom Pisello

Gary Meisner, MBA/CPA

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taplio

The Battle

Tom Pisello

Gary Meisner, MBA/CPA

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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

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