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 communicate, quantify and activate their value with 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 Business Value Collective (BVC) 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 is the host of 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 Flatiron 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.

🚀 Announcing Value-Driven 2026: Accelerating into the Outcome Economy 🚀

We are thrilled to launch Value-Driven 2026, a first-of-its-kind independent live event designed for leaders who are driving the future of value communication, quantification, and activation in B2B GTM teams.

📍 May 21, 2026 @ Manhattan Motorcars Chelsea, NYC
📍 A day-long gathering of more than 150 GTM, Sales, Value, and Enablement leaders to learn, share, and network.

Why this matters:
In today’s Outcome Economy, buyers are no longer focused on features or innovation alone. They demand tangible business value outcomes. 

At Value-Driven 2026, you’ll discover how to transform your organization’s approach to value-led growth with practical insights, proven frameworks, and actionable strategies you can use right away.

🔥 At this event you will:
• Learn what top GTM leaders and analysts predict for value-led strategies next.
• Gain real insights into what CFOs and buyers really want.
• Network and exchange best practices with peers and industry experts.
• Checkout the best 🏆 value automation / AI providers including: Symbe , QorusDocs , Spotlight.ai , Mainstay , and more ...

💡 Early Bird Pricing Available ... secure your spot before it’s gone!
👉 Register today: https://lnkd.in/gqcwYaUN

🚔 Let’s accelerate into the Outcome Economy together! ⚡️

#ValueSelling #ValueLedGrowth #GTM 
Genius Drive
Business Value Collective

Founder/Partner @ value selling consulting firm Genius Drive | Podcaster | Author | Helping B2B Solution Providers accelerate Value-Led Growth, to better communicate, quantify & activate value with customers & prospects.

🚨 The Outcome Economy is here, and CFOs are driving it. 💼📊

Gartner’s 2026 CFO priorities send a clear message to GTM teams:
✅ Cost optimization is still #1
📈 Growth is still funded, but only when outcomes are measurable
🧠 CFOs are engaging earlier, especially in renewals, expansions, and AI initiatives

💰The bottom-line: Expect tougher questions: “What value, how fast, and why not build it ourselves?” Value can’t be implied anymore, it must be proven in boardroom-ready financial terms. 

👉 Check out our latest insights article: https://lnkd.in/dMF66Ev4
 
#CFO #ValueSelling #OutcomeEconomy Genius Drive Business Value Collective

🚀 The Outcome Economy is here, and it’s changing everything.

#B2B buyers no longer want features, roadmaps, or static business cases. They want proof of outcomes 📊

In the 95th episode of the Value Coffee Talk podcast, I sit down with Gartner Analyst & Fellow David Yockelson to unpack:
☕ Why the shift from solutions to outcomes is accelerating
🤖 How AI is amplifying value, and exposing broken processes
💰 Why pricing must evolve to reflect outcomes achieved
🔁 Why value affirmation is now critical for retention and expansion
⚖️ How product-led and value-led growth work better together

If your GTM strategy hasn’t adapted to how buyers measure success today, this is a must-listen.

🎧 Listen in here: https://lnkd.in/dUrzZ3TG

#OutcomeEconomy #ValueSelling
Business Value Collective
Genius Drive

Open article: Episode 95: Gartner: The Outcome Economy and Shift to Value-Led Growth by geniusdrive.com

Episode 95: Gartner: The Outcome Economy and Shift to Value-Led Growth

Everyone in B2B says “value matters.” But the gap between value belief and value execution has never been wider. ⚠️

👉 Check out the research + our take in this new Insights article: https://lnkd.in/diKytGXt

#ValueSelling #GTM #B2B
Genius Drive 
Business Value Collective

🎙️ New Value Coffee Talk Episode!

In this episode, I’m joined by Sultan Semlali, Value Coach and Global Value Consulting Director at Sitecore, to explore:  “The Importance of the Human-Touch in AI-powered Value Consulting.”

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

#ValueEngineering #AI #ValueSelling
Genius Drive
Business Value Collective

Sherri Sklar

Chief Revenue Officer | CRO | CEO | Board Member | GTM Strategic Advisor | B2B SaaS

Sherri is an accomplished transformational change agent and visionary leader known for her ability to rally an entire ecosystem of employees, customers, partners and investors to achieve dramatic new levels of sustainable growth, profit and impact. Her leadership in generating new logo sales, expanding deal size, shortening sales cycles, increasing upsells, cross-sells and retention has resulted in triple-digit growth, record revenues, successful rounds of fundraising and greater valuations at exit.

She has held executive C-Suite positions cross-functionally in Marketing, Customer Success, Partnerships and Alliances, Business Development, Global Sales, and Chief Revenue Officer. A master of growth and profitability, Sherri reinvents the company impact across the entire lifecycle of the customer journey.

She also serves the private equity and investment community as Operating Partner, Managing Partner and Advisor, sought out for her expertise in showing the impact of GTM growth and profitability strategy on the P&L.

During her 30 years in these positions, she helped organizations achieve market leadership (Gartner Group Top Right Quadrant) status, Product of the Year recognition, 800%+ growth rates, standing ovations among employees and customers, profitability during challenging market conditions and highly successful liquidity exits.  

She has held several Board Director roles, currently serving on the HBS Women Alumni Association Board where, as Chair of Programming, she helped achieve an 875% growth in memberships.

Passionate about helping humanity improve the environment so all living beings can thrive with greater health and prosperity, Sherri’s personal mission is to make a difference in the world by solving society’s toughest challenges.  Sherri was chosen to be one of 22 out of hundreds of other high performing executives in Mayor Bloomberg’s first initiative to make NYC the Cleantech Capital of the world. She has further led the charge by volunteering her management and leadership talent to contribute a blueprint for growth for many non-profit organizations.  

Sherri has earned multiple awards recognizing her outstanding leadership including “Top 50 CRO’s to Watch”, a finalist as the “Top Fractional CXO/Advisor of the Year (2024)”, Outstanding Achievement Award, multiple President’s Clubs, 100% Clubs, and Million Dollar Software Club Awards.  Even more rewarding are the endorsements and accolades she has received from people whose lives she touched in every organization she has led.

CEO and Co-Founder

One of the hardest things a company can do is scale.  Companies with great promise can achieve product-market-fit and yet get derailed when they try to grow.  Our purpose is to help emerging growth tech companies maximize their growth, profit, and impact.  We make growth a team sport aligning the entire organization around the customer to deliver real business outcomes. Our Integrated Revenue Engine™ Platform provides the expertise, processes, and tools to develop and execute on a winning strategy.  

What moves the needle to a "yes" with investors, from a "maybe"?  Well, one, consider which investors are the right match for you (relevancy is key).  But also there are some investors that leverage spot on pattern recognition for greater speed.  I would also argue that many other factors such as how "investable" you are, make all the difference in the world.  What makes you investable!  Ahh, that's the secret sauce but it's no mystery.   More to come on this topic!  In the meantime, enjoy this excellent post!

SVP/CRO | AI & GTM Transformation | Fortune 500 & PE | Agent-Enabled Enterprises | Top 2% worldwide

Most founders wait 3 months for a maybe.
These investors decide in 48 hours.

I track high-velocity capital for one reason:
𝗦𝗽𝗲𝗲𝗱 𝗶𝘀 𝘁𝗵𝗲 𝗰𝗹𝗲𝗮𝗿𝗲𝘀𝘁 𝘀𝗶𝗴𝗻𝗮𝗹.

Traditional VC runs on:
committees
consensus
multi-week diligence

By the time alignment happens,
momentum is gone.

The investors on this list move like founders.
They optimize for signal.

𝗛𝗲𝗿𝗲 𝗮𝗿𝗲 𝟲 𝗼𝗳 𝘁𝗵𝗲 𝗳𝗮𝘀𝘁𝗲𝘀𝘁 𝗿𝗶𝗴𝗵𝘁 𝗻𝗼𝘄:

1️⃣ Elad Gil (Gil Capital) 
No committee. Just him. 
Backed Stripe, Airbnb, and Instacart before the hype.

2️⃣ oren zeev (Zeev Ventures) 
Manages $2B+ solo. 
Zero analysts. Zero meetings. If he likes it, he wires.

3️⃣ Harry Stebbings (20VC) 
Decides on the first call. 
$400M Fund. 25% hit rate to $50M ARR.

4️⃣ alana goyal (Basecase) 
The "Pre-Idea" Investor. 
She doesn't wait for traction. She invests before you launch.

5️⃣ Nichole Wischoff (Wischoff Ventures) 
Focus: "Unsexy" businesses (Logistics, Mfg). 
If you're building in the real world, she moves fast.

6️⃣ Mike Annunziata (Also Capital) 
Focus: Nuclear, Space, Defense. 
Proving that "Deep Tech" doesn't have to mean "Slow Capital."

𝗥𝗘𝗔𝗟𝗜𝗧𝗬 𝗖𝗛𝗘𝗖𝗞

The 3-month diligence process isn't rigor.
It’s indecision.

Speed isn’t recklessness.
It’s pattern recognition.

If you’re raising early,
momentum matters more than perfect timing.

The right capital shows conviction quickly.

👉 𝗜 𝗵𝗮𝘃𝗲 𝗮 𝗳𝘂𝗹𝗹 𝗹𝗶𝘀𝘁 𝗼𝗳 𝟰𝟱+ 𝗵𝗶𝗴𝗵-𝘃𝗲𝗹𝗼𝗰𝗶𝘁𝘆 𝗶𝗻𝘃𝗲𝘀𝘁𝗼𝗿𝘀
including response patterns and typical check ranges.

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The Battle

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