In episode six, I sit down with Sumit Mudliar, who leads Customer Success at iceDQ, a role built entirely on influence rather than authority. Before that, he spent years as a software engineer, moving from engineer to his current leadership role.
We talk about what influence without authority actually means, and how to get people on board when you can't just tell them what to do:
- What influence actually means, when I hear the word I still picture Instagram influencers before anything else
- Why listening, not solutions, is the real strategy, meeting people halfway before you tell them what you want
- The moment he got pulled into a room at Morgan Stanley he wasn't technically supposed to be in, and what it taught him
- Why avoiding speaking isn't always weakness, sometimes it's giving someone else room to think
- His book recommendations
If you've ever had to get buy-in from someone who doesn't report to you, this one's for you.
I'm Vish, a frontend engineer with 10+ years in the industry, currently navigating it myself. I started this show because the conversations I needed weren't happening anywhere public.
Chapters
00:00 Introduction to influence without authority
02:05 What influence without authority really means in practice
04:06 Sumit's journey from engineer to customer success
05:56 Listening and understanding before proposing solutions
08:08 Building trust through research and expertise
09:59 The importance of empathetic listening and story behind problems
11:58 Prioritizing stakeholder needs and managing expectations
13:54 Influencing without authority in technical decisions
15:52 The role of proof of concept and visual demonstrations
17:51 Aligning solutions with organizational vision and future state
20:01 Changing perspectives: from possessiveness to openness
22:05 Learning from humility and embracing change
24:03 Effective communication with internal teams and stakeholders
26:09 The significance of understanding and addressing priorities
28:03 Handling pushback and resistance in influence
29:53 The importance of continuous research and preparation
32:00 Common mistakes in influence without power
33:48 Leveraging stakeholder priorities for better influence
36:00 Key takeaways: openness, listening, and humility
38:05 Personal habits for disconnecting and recharging
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