Marcus Sheridan's
Books
Explore the Books
Business Growth
At its core are The 4 Pillars of a Known and Trusted Brand:
- Say What Others Won’t: Answer the tough questions your competitors avoid.
- Show What Others Won’t: Build trust with total transparency through video.
- Sell in a Way Others Don’t: Educate buyers and let them make decisions on their terms.
- Be More Human: Build real connections and stay authentic, even while using tools like AI to enhance efficiency.
These four pillars work together to create trust, attract the right customers, and drive sustainable growth. They’re simple, but incredibly powerful—and most businesses fail to do them better than their competition.
At its core is one radical idea: if you are willing to answer the questions your buyers are already asking — honestly, openly, and without fear — you become the most trusted voice in your market.
This is the book that started a movement. Used by thousands of businesses worldwide, They Ask, You Answer gives sales and marketing teams a practical framework for using content and transparency to shorten sales cycles, increase close rates, and generate the kind of trust that turns prospects into customers before they ever pick up the phone.
Over 100,000 copies sold. Revised and updated for the modern buyer.
Today’s buyer demands more from businesses. They don’t just want to read about your products or services, they want to see it. What they want, is video.
Video is the most effective way for businesses to explain complex ideas and build trust with audiences.
Business who use video across their sales and marketing are generating more leads, shortening the sales cycle and generating more demand by building trust with buyers.
AI is rewriting how buyers find and choose contractors — and the ones who share pricing openly are the ones winning trust, recommendations, and the job. The contractors who hide behind "contact us for a quote" are becoming invisible to both customers and AI.
This free book gives contractors a practical roadmap for embracing pricing transparency, packed with real data, case studies, and a 90-day action plan. It covers the forces converging to make transparency essential, exactly what AI looks for when recommending businesses, why the usual objections to sharing pricing don't hold up, and a 13-element framework for building pricing pages that rank and convert.
Sales
Most sales teams pitch too fast, ask too little, and miss what actually matters to the buyer. The result is stalled deals, missed objections, and conversations that never quite reach a decision.
This book gives sales teams a clear, practical framework — the Four Pillars — for building deeper trust, asking better questions, and closing with confidence. Built around Yes And, Vanguarding, Question First, and The Law of Three, it teaches salespeople to stop guessing and start guiding every conversation toward a genuine outcome.
Ready to transform how your team sells? It starts with the next conversation.
Most marine sales reps are trained to show inventory — not to truly understand the buyer in front of them. The result is conversations that feel transactional, recommendations that feel rushed, and buyers who leave without committing.
This book gives boat sales professionals a simple, repeatable communication system built specifically for the marine industry. Using the four pillars — Yes And, Vanguarding, Question First, and The Law of Three — plus the Foundational Five discovery sequence, it teaches reps to build trust before a single boat is shown.
When buyers feel genuinely understood, every recommendation lands differently.
Most home improvement sales reps are trained to measure, quote, and present. But homeowners don't buy specs — they buy trust. Rushing straight to price before connection is built is the single biggest reason estimates don't convert.
This book gives home improvement sales professionals a practical communication system for building trust faster, uncovering real buyer motivation, and turning guarded homeowners into confident buyers.
Using the four pillars — Yes And, Vanguarding, Question First, and The Law of Three — plus the Foundational Five discovery sequence, it replaces the habit of jumping to price with a structured approach that makes every recommendation feel earned.
Most B2B sales reps have been trained to demo, present, and close. But B2B buyers don't buy decks — they buy trust. Jumping straight into a pitch before connection is established is the single biggest reason discovery calls go quiet and proposals get ghosted.
This book gives B2B sales professionals a practical communication system for building trust faster, uncovering real buyer motivation, and transforming sceptical stakeholders into confident buyers.
Using the four pillars — Yes And, Vanguarding, Question First, and The Law of Three — plus the i3 Discovery Framework (Issue, Impact, Importance), it replaces the rush to demo with a structured approach that surfaces the real problem, quantifies what it's costing the business, and confirms it's actually a priority right now.
Leadership
Most leadership breakdowns are not caused by bad strategy — they are caused by communication. This book gives leaders a simple, practical system for transforming the conversations that define how teams think, perform, and grow.
Built around four core pillars — Yes And, Vanguarding, Question First, and The Law of Three — it turns ordinary managers into leaders who inspire ownership, develop critical thinking, and create breakthrough moments with their teams. Your transformation as a leader starts with your next conversation.
Known & trusted
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