Why Executives Really Don't Listen: A Peek Behind the Curtain

Jessica Fain, now a product leader at Webflow, has seen the inner workings of executive decision-making up close. Previously Chief of Staff to Slack's CPO, she's learned that the gap between the keynote and the cubicle is enormous. Why do great ideas often fall flat at the executive table? It turns out, it's all about timing and perspective.

The Art of Influence

Executives operate in a world of strobe-light schedules. Meetings blur together, and in the chaos, the first 30 seconds can make or break a pitch. If your idea doesn't land immediately, it might not land at all. But here’s the kicker: most executives aren't looking for local optimization. They're playing a global game, aiming for the biggest wins across the company.

Fain's favorite question when an executive makes a puzzling statement is, "That's so interesting. What led you to believe that?" It's a tactical move. Executives want to be understood, not convinced. The art of influence isn't about arguing. it's about listening, understanding, and then, maybe, nudging the conversation.

The Missteps of Pitching

One of the biggest mistakes is presenting only a single option. Executives thrive on choice. They need to know they've considered every angle before committing to a path. Offering only one path feels like a trap, not a strategy. And with AI's growing presence, the ability to influence, rather than direct, will only become more critical.

So, why should you care? Because if you're looking to drive change from within, it's essential to understand how the game is played. The press release might say 'AI transformation,' but the employee survey often says otherwise. The real story is in the gap between what's promised and what's delivered.

The Future of Influence

AI might be taking over tasks, but it won't replace the human need to connect and influence. As technology evolves, so does the need for human intuition and persuasion. Executives will increasingly rely on those who can guide them through the noise.

So, the million-dollar question: Are you ready to adapt? Those who can ities of executive decision-making will find themselves indispensable. It's not just about having good ideas. it's about knowing how to get them heard.