A couple of months back, I was reviewing a sales proposal with my team. The deck had ten reasons why the client should choose us. But as we walked through it, something felt off. Some points were strong and compelling, but others were generic and forgettable. In trying to say everything, we ended up diluting what mattered most.
It reminded me of a principle I’ve learned the hard way: You’re only as convincing as your weakest argument.
We often assume that piling on more reasons makes our case stronger. It doesn’t. It just creates clutter. The mediocre points distract from the compelling ones and give people more to poke holes in.
Whether it’s a pitch, a debate, or a decision memo—less is more. Don’t argue harder. Argue sharper.
Lead with your best. And leave it at that.