Why Complexity Costs You Trust, Revenue, and Market Position
I've watched vendors destroy deals in the first thirty seconds of a pitch. Not because their product was weak. Not because their pricing was wrong. Because they opened with phrases like "omnichannel synergy" or "integrated touchpoint optimization." The moment those words hit the air, the relationship changed. The client's posture shifted. Their eyes glazed over. They nodded politely, but the trust was already gone. Here's what actually happened: the vendor made the client feel stupid. And a client who feels stupid doesn't trust you. They defer out of embarrassment. That's not a partnership. That's a hostage situation.
Jargon Is a Status Signal of Insecurity
Research from Columbia Business School involving over 1,500 participants revealed something I've observed for decades: people with diminished professional status resort to significantly greater jargon use. New hires. Su...