Trusted advisors provide b-to-b buyers with advice on trends, business issues, solutions, and vendors. Industry analysts and consultants are the best-known types of trusted advisors, but with support from suppliers, channel partners can also serve an advisory role to their customers. This brief outlines the steps suppliers should take to enable their partners to influence their customers as trusted advisors, based on the four phases of the SiriusDecisions Influencer Lifecycle Framework.
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