Great Innovators are often successful - Data Drivers

The Four Habits of Data-Driven Influencers

I was once told by a friend that all people make decisions in one of three ways: they rely on data, experience, or their gut. As someone who appreciates a good rule of thumb, this stuck with me.

It also opened up an idea I’ve carried with me ever since: if that’s true, then someone who takes the time to gather and frame the right data can influence just about anyone—even those who prefer to trust their instincts or past experiences.

In my time as a scientist, I came to embrace the old saying: “There is no bad data, only data.” The challenge isn’t the data itself—it’s how we interpret, present, and use it.

Over the years, I’ve seen that the most effective change agents—the people who successfully introduce new ideas into organizations—aren’t just data collectors. They’re strategists. They use data in four specific ways to overcome resistance and help people say yes to something new.

1. They Leverage Corporate Culture

The first data point—though it may seem soft—is an innovator's ability to leverage corporate culture.

Whether you’re inside the organization or working with it from the outside, understanding what makes the collective tick is absolutely critical. Culture is often the hidden hand behind decision-making. In fact, more often than not, culture is what people reach for when they want to say no to something new.

Over my 25+ years managing strategic alliances, I’ve walked the cultural block more times than I can count. And if you do it long enough, you develop a kind of radar. You start to recognize the unwritten rules, the informal power centers, the personalities, the lingo, the sacred processes. With enough fluency, you become what I like to call a cultural chameleon—someone who can blend in just enough to be heard, even if what you're saying challenges the norm.

Think about it: have you ever seen someone rise through the ranks who wasn’t particularly skilled, but was incredibly political? That person probably knew exactly who to talk to, what to say, and when to say it. They were navigating the culture with precision—and likely doing it with influence in mind.

It’s not about playing games. It’s about understanding the game board.

If you're trying to pitch an idea, ask yourself: Does this align with the do’s of this culture? Or if not, Can I frame it in a way that feels like “how we do things here”?

Even ideas that are countercultural (no pun intended) can land, if they're delivered in a way that respects the norms and signals understanding. That’s the difference between being a stubborn evangelist and a sly change agent. And sly doesn’t mean sneaky—it means strategic.

In the end, culture is data too. Ignore it, and you’re flying blind.

2. They Make Big Issues Small

One of the most powerful habits of data-driven influencers is their ability to make big issues feel small—or at least manageable.

This takes patience. And preparation. When you're introducing something new, you have to stop and ask: Why would someone say no? If you can get ahead of those objections, chances are you’ll find that most of them aren’t as big as they seem. But you can only shrink fears if you understand them—and that’s where the data comes in.

This habit is especially important because most innovators don’t naturally gravitate toward thinking about the downside. We fall in love with the idea, get excited about what it could do, and start planning for success. But one of my early bosses gave me advice that stuck:

“You’re great at building the case for why something is a good idea. Now I want you to spend just as much time thinking about why we shouldn’t do it.”

At the time, it felt like a buzzkill. But what he was really saying was: If you can anticipate what might kill the idea, you’ll be ready to kill those concerns—with data—before they ever see the light of day.

It’s a discipline. It means stepping outside your own optimism long enough to see the risk through someone else’s eyes. It’s asking the hard questions before someone else does—and then using data to dismantle the objections before they become roadblocks.

You don’t have to be negative. You just have to be prepared. That’s the secret to shifting a conversation from “Why this won’t work” to “Well, maybe it could.”

3. They Use Strong Standards

Another powerful tool in the data-driven influencer’s toolkit is the use of strong standards of legitimacy.

This idea comes straight out of negotiation theory: if you want your proposal to stick, come armed with precedent. Has something similar been done before—and succeeded? Even if the connection is a bit loose, having a relatable example gives your idea a foundation. It makes it seem less like a leap and more like the next logical step.

I loved this concept so much from my experience negotiating deals that I brought it into my innovation process. If negotiation is one of the four essential skills of an innovator (as I’ve written about before), then its principles should scale beyond just contracts—they should shape how we build and sell new ideas.

When developing a new idea, ask yourself: What precedent can I connect this to? Better yet, can you tie it to something the person you’re trying to influence has done themselves?

If your example aligns with a decision they previously made or supported, you subtly create a mirror. Ignoring your idea would risk inconsistency—or even hypocrisy. And while no one wants to admit they’re being inconsistent, everyone loves the feeling of being on-brand with their past decisions.

Standards give people a sense of familiarity. They offer a kind of historical logic. And since many people base decisions on what’s worked before, leveraging that instinct helps you move faster through the “maybe” zone and into action.

So the next time you pitch something new, don’t just talk about what could be. Show them what’s already been—and how your idea is simply a smarter evolution.

4. They Have a Clearly Articulated Plan

You’ve probably heard the phrase “the devil is in the details.” Unfortunately—especially for conceptual thinkers like me—it’s true.

No matter how visionary your idea is, people need to see the path forward. That’s why the most effective innovators come prepared with a plan that’s succinct, clear, and actionable.

A well-articulated plan does more than outline steps. It gives your audience something to hold onto. It shows them how this big, abstract idea could actually work in the real world. It bridges the gap between “interesting” and “implementable.”

Here’s the thing—your plan doesn’t need to be exhaustive. It just needs to be digestible.

When someone can follow your logic without getting lost in the weeds, your idea feels less risky, more achievable, and a whole lot easier to say yes to.

Simplicity is power. Clarity is influence. And a clear plan? That’s the final form of credibility.

Final Thought

At the heart of innovation lies one simple truth: people don’t just need to believe in your idea—they need to believe it can work for them. Whether someone makes decisions based on data, gut, or experience, the right approach can bridge that gap.

By leveraging culture, shrinking perceived risks, anchoring your idea in standards, and clearly mapping the path forward, you transform from a hopeful visionary into a compelling change agent. Innovation isn't just about newness—it's about resonance. And when you speak the language your audience understands, backed by the right kind of “data,” even the most foreign idea can start to feel familiar.

In the end, influence is less about pushing and more about aligning. And when you align with how people think, decide, and act—you don’t just get buy-in. You get momentum.