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.

Sometimes, in order to be persuasive, business people tend to argue and try to prove others wrong, which is the exact opposite of what you should do. In fact, those arguing will be very detailed in pointing out why other’s beliefs are wrong so they give in. This usually doesn’t work very well, and then you just have a battle on your hands that isn’t needed.