Marcus Sheridan on Customer Obsession

Guest

• Marcus Sheridan, ‘They Ask, You Answer’ author and The Question First Group founder.

In this episode, Marcus Sheridan delivers a powerful message on the common misconception of being "customer-obsessed" in today's business landscape. While many companies claim to prioritise their customers, Marcus challenges this notion by revealing that most organisations, particularly in their sales and marketing efforts, fall short of truly addressing what buyers need. Drawing from his book, he introduces the "Big Five" – the key topics every buyer researches before making a decision: cost, problems, comparisons, reviews, and best options.

Marcus uses the example of Amazon, which has mastered the art of providing all five elements on their product pages, contrasting it with how most companies, especially in the B2B space, fail to deliver this level of transparency. He stresses that while the sales process may differ between B2B and B2C, the core principles driven by trust remain the same.

If you're looking to understand what it really means to be buyer-obsessed and how to apply these principles to your own business, this episode is a must-watch. Don't miss Marcus's insightful perspective on bridging the gap between what companies say and what they actually do when it comes to serving their customers.