My “Less Is More”

lessismore
Credit to Nomad Slim

Everyone has certain codes they try to live by, whether conscious of them or not. One of my personal favorites is “Less is More”. I personally believe this mantra holds true for anybody attempting to create, build, or deliver anything of value. A few quick personal experiences.

As a recovering salesperson, I’ve done my share of “show up & throw up”. That’s when your best prospect finally takes your call and you rattle off the 30 reasons your company is so great for them before they can even speak a word. Before you even know what they want. I have Brandon Wilkins, who was my sales colleague at the time at Bronto Software, to credit for this particular lesson. Immediately after verbally overwhelming a prospect, Brandon pulls me aside and with his characteristic charm spouts “Davis. Dude. Everything you said was awesome. Just say it slower and with less words”. Doesn’t seem like much, but it floored me. Thanks for that, B. Less talking = more listening = more selling. To this day I keep a post-it note glued to my desk that demands “Talk Slower”.

Saleperson's Nightmare
Saleperson’s Nightmare

Another incredibly exciting work story to which us work folks can relate is what I have just dubbed as Salesforcification. You heard it here first. That’s when every freakin’ department decides they want the sales team to capture 40 points of data about a prospect or customer and enter it in to Salesforce. Oh yeah, you don’t get credit for your deal until you have it all entered. Sheesh. The focus should be on Less data that has More impact on what really matters. Plus, grilling your brand new customer with 25 questions about what vendors they use strictly for your own corporate benefit is just plain rude. If you’re implementing or managing Salesforce, don’t let this happen to you.

And now a fun case study with audio. Back when I was cool I played guitar, wrote Excuses Album Coversongs, and attempted to arrange the band as well. Figuring out who plays what & when. Our first arrangements were a sloppy mess. Check out “Blue Jay” on our CDBaby page here. 5 years later we were starting to get the hang of Less is More on “Smelling Like a Rose. We played less notes and the music sounded more better. At least to me.

If you open your mouth to speak, if you write an email, if you tweet, if you code, if you post/pin/whatever, quality [almost] always trumps quantity.

2 comments

  1. Brandon

    Love it, Davis. I remember that moment you are referencing like it was yesterday. Kudos to you for turning it into something everyone can learn from. Keep it up!

  2. Ray

    My old boss used to say, “When you discover your client wants to buy a white Ford, don’t try to sell him a blue Chevy”. And, I still think you’re pretty cool.