CXO Challenge #5. How do I influence other leaders?
Kyndryl UK&I CMO MariCarmen Ribes Espinosa and WPP’s Chief AI Officer Daniel Hulme discuss the subtle art of persuasion in business, and why no is often a starting point.
Influence is often described as persuasion. But in reality, it’s more like translation.
For MariCarmen Ribes Espinosa, the best leaders possess “the power to have somebody who doesn’t work for you, work for you.” This means understanding how others think, what matters to them, and how they view the world, and then framing your idea in terms they can believe.
Connection is the key.
That’s why language is crucial.
Influencing Stakeholders Means Speaking Their Language
“Translating your ideas into numbers, facts, and logical narrative is very important.” Especially when you’re trying to gain support outside your own department. The more clearly you connect your idea to business priorities, the easier it becomes for others to understand and endorse it.
Daniel Hulme makes a similar point from a different perspective. “Being able to speak their language is critical.” Not just because it facilitates communication, but because it helps people feel that the idea also belongs to them.
They said no.
And what if the answer is no? That’s not the end of the conversation.
MariCarmen’s advice is sharp:
“Take that no as an opportunity to understand why they are saying no.”
Influence, when done properly, isn’t about pressure. It’s about empathy, making adjustments, and encouraging people to move with you rather than against you.
Watch the rest of the CXO Challenges series on our insights page.
