Marcus Sheridan on Building Trust Through Content

Marcus Sheridan, author of They Ask, You Answer, breaks down the evolution of content marketing and why trust is the ultimate competitive advantage.

From turning his struggling pool company into the most trafficked swimming pool website in the world to helping businesses become industry leaders, Marcus reveals the strategies that drive real business growth. He explains why traditional sales tactics are failing, how buyer behavior has changed, and what companies must do to stay ahead.

He also shares the four pillars of a trusted brand, why transparency—especially around pricing—generates the most leads, and how self-service tools are reshaping the buyer’s journey. This episode is packed with actionable insights on creating content that builds authority, earns trust, and turns prospects into customers.

Conversation points:

• Why 80 percent of the buyer’s journey happens before they talk to sales
• The biggest mistakes companies make in content marketing
• How pricing transparency increases conversions and builds trust
• The role of video in creating a known and trusted brand
• Why self-service tools like pricing estimators can triple lead generation

A. Lee Judge is the host of The Business of Marketing podcast.
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This podcast is produced by Content Monsta - A leading producer of B2B Content.