Everyone has a different style. For me, the most effective way of negotiating and/or selling is a Rogerian argument. Named after the famous psychologist Carl Rogers who revolutionized his field with client-centered psychotherapy.

The cornerstone of this rhetorical argument was instead of advocating your own position and trying to refute…

I’ve been lucky over the years as I’ve been able to work with some very talented high performing people. When tasked with managing or leading them on a team it can be difficult and often takes a different approach.

For sake of simplification let’s just say that a high-performer is…

Nietzsche, while never actually providing a formal theory of humor, said:

“Perhaps I know best why man is the only animal that laughs: he alone suffers so excruciatingly that he was compelled to invent laughter. The unhappiest and most melancholy animal is, as might have been expected, the most cheerful.”

Did you guess number of emails?


I’m not saying abandon email. It’s the third most influential source of information for B2B audiences, behind only colleague recommendations and industry-specific thought leaders. 86% of business professionals prefer to use email when communicating for business purposes.

I’m saying that if you are measuring the quantity of emails that you…

Who do you want to be in a professional service organization?

Once upon a time an old veteran of the consulting world taught me about this pyramid. At the bottom of this pyramid he wrote the word “Grinders”.

He called me a grinder and at first I was proud of…

Photograph: Getty Images

All of us in complex sales play a role in creating and managing relationships between organizations that are mutually beneficial. We all wish these relationships would never end, especially the good ones.

The fact is that they will leave you or you will leave them some day. The dynamics of…

What if I said it’s as far away from “Always Be Closing” as you can get.

In complex B2B sales no deal gets closed by a single individual. It always takes a team. Often that “pursuit team” or the individuals working on the opportunity together do not report to the same people . Participants can come from different groups and levels of the organization. …

Nicholas Spallitta

Working on it

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