CXO Challenge #3. How to win friends and influence people in business

We asked a series of leaders how they’re tackling the big, the ugly, and the common challenges facing businesses today. XPO Logistics’ MD UK&I, Dan Myers, believes influence starts with respect – and a line you do not cross.

“Your job title doesn’t make you a leader,” says Dan Myers. People decide whether they’re willing to buy into you, your thinking, your direction, and your intent. And that means influence isn’t about authority. It’s about alignment.

Start with respect

“You need to listen… focus on the intention rather than the argument.” Because most people aren’t trying to be difficult, they’re trying to achieve the right outcome. Treat it like a competition, and you lose. Not just the argument, but the trust that accompanies it.

Dan is clear about this: “I don’t have perfect knowledge on every single topic.” That’s precisely why meaningful conversations matter. Different perspectives. Honest challenges. People willing to speak out, not just agree silently.

And draw a line

“There’s nothing wrong with holding a different opinion,” says Dan. “But…” Once a decision is made, the roles change, debate ends, and implementation begins. The team aligns and progresses together.

Because in the end, “it’s the result that matters.” Not who won the argument.