Simple Is Difficult

In some situations, I’ve seen a few good deals go into limbo not because the product lacked capability, but because the pitch got too clever.

We load up the deck with layers of strategy, talk about platform flexibility and the entire feature list, and offer multiple configuration options. It feels impressive. We’re showing the depth of our thinking. But the buyer is confused, overwhelmed, and unsure of what problem we’re solving.

Complexity feels like insight. But it often signals a lack of clarity.

The most effective sales conversations I’ve seen are the ones where the team strips everything down to the core value. They anchor to the customer’s need, stick to first principles, and explain the “how” in plain terms—no jargon and simple.

It’s not easy. It takes confidence to keep it simple.