One of the most old-fashioned and overrated pieces of advice for any influencer is to “be passionate” about your cause. Some consider it the answer to all influence challenges, as if passion is 90% of successful persuasion. If that were true, everyone would get what they want by showing some passion. But they do, and they don’t get what they want.

Research on successful “underdog” influencers shows that virtually all of them recruited a team of people — with specific qualities — to help them move their cause or idea forward.

Understanding and implementing the power of being the underdog can offer huge benefits in sales and other workplace situations.

Think of a problem you’re trying to solve. Maybe you want to get raises for your team members or abate traffic congestion in a new housing development next door. Perhaps you have a dispute with the IRS. Maybe you are the CEO who needs a legislator to vote for a bill that enables your company to expand into new markets. Maybe you want that “plum” job.