My partner John from back when I was in venture capital used this phrase often. As far as he was concerned it could be applied to most any circumstance. And he was right.
In the venture world, we heard a lot of pitches and without exception, less is more when it comes to pitching your business. The other day I was listening to a senior exec for one of my clients work through the “market” section of his deck—seven slides. It took him half an hour! Not that he wasn’t knowledgeable or articulate but he just felt he needed to communicate much more detail than was necessary.
So if you are a natural born talker, either find someone else to give the pitch or discipline yourself to be concise. Less is more indeed.