Think like a technical buyer. Sell like a pro.
A free video series for sales leaders who are tired of losing deals to silence, skepticism, or “we’ll get back to you.”
From BetterSalesContent.com.
Why selling to technical buyers is harder (and more important) than ever
Let’s be honest: selling to technical buyers is a different beast. They’re smart, skeptical, allergic to fluff, and 100% uninterested in your “revolutionary platform” unless it solves a real problem—cleanly, efficiently, and without buzzword bingo.
This video series is for sales teams navigating that reality. We unpack what technical buyers actually care about, how they think, and how you can speak their language without needing a computer science degree. If you’ve ever been ghosted after a demo or had your pitch dissected like a high school science project, this series is for you.
Learn from a former technical buyer (and current technical sales guy)
Most salespeople are smart, talented, and excellent at building relationships. But they’re usually not technical.
In this series, I’ll teach you how technical buyers think and operate. I purchased millions of dollars of enterprise and SMB software, so I know all the tricks and reasons no one wants to talk to you. :)
Ep. 1: Why 75% of buyers never want to “talk to sales”
Did you know 75% of B2B buyers prefer a sales process without speaking to reps at all? If you’re selling technical products, that’s a huge red flag. Technical buyers—engineers, developers, CTOs—prefer doing their own research and demand accurate, high-quality content. Without the right materials, your sales team is stuck guessing—and losing deals.
In this video, you’ll learn exactly who technical buyers are, why they’re different, and how to use targeted content to reach them effectively.
Ep. 2: 6 topics that will close more tech deals
Selling to technical buyers requires laser-sharp precision and clarity. If your sales content doesn’t address their priorities directly, they’ll ignore you. This video covers six essential areas tech buyers deeply care about, helping you align your content and convert more effectively.
Ep. 3: Techies think your product is BS—here's the fix
Want to sell to technical buyers? Stop selling. Do this instead.
If you want technical buyers to take your product seriously, you need real proof—not marketing fluff. Technical buyers are skeptical by nature and won’t trust your claims without clear, detailed, and verifiable content that shows, educates, and proves your value.
Ep. 4: Speed up the technical buyer process in 5 ways
What takes longer—a teenager realizing they’re wrong or a technical buyer making a software purchase decision? 🤔
If you’ve ever sold to technical buyers, you know the pain. The deal is moving, then… nothing. Months pass. Endless PoCs, security reviews, procurement delays, and internal debates about whether they should just build it themselves.
The truth is, technical buyers aren’t slow for no reason—they’re methodical, skeptical, and making decisions that could impact their entire architecture, hiring priorities, and long-term strategy.
Ep. 5: Your technical buyer persona is wrong—Here's how to fix it
If your technical buyer persona just says “CTO at a mid-sized SaaS company”, you’re already losing deals.
Most B2B companies build generic, useless personas that don’t reflect how technical buyers actually evaluate solutions, what concerns they have, or who really makes the final decision.
If your sales and marketing teams don’t feel like they “know” your buyer, your persona isn’t working.
Ep. 6: Breaking down the technical buyer’s journey—step by step
Why do technical buyers take so long to make a decision? You had a great sales call, they seemed interested… and then nothing. No response, no movement. Unlike traditional B2B buyers, technical buyers go through a structured, methodical process full of internal roadblocks.
In this episode, we’re breaking down the technical buyer’s journey step by step—how they think, research, and ultimately decide. If you don’t align your sales and marketing strategy with this process, you’re losing deals without even realizing it.
Ep. 7: Tough B2B sales advice: Stop selling, start helping
Most B2B content falls flat with technical buyers—because it’s trying to sell instead of actually helping.
In this episode, we’ll show you how to create technical content that builds trust, drives engagement, and actually supports decision-making.
If your content isn’t helping technical buyers self-educate and evaluate, you’re losing deals before they even reach your sales team.
Ep. 8: Want to succeed with B2B SaaS content? Copy Numeral
Most B2B SaaS content is forgettable. Numeral’s isn’t.
While the internet is flooded with fluffy blog posts and surface-level explainers, Numeral is quietly building a content strategy that speaks directly to technical buyers—and it works.
If you’re building a technical product and want your content to actually drive pipeline, this is the model to learn from.
Ep. 9: Win over technical buyers without hiring a team
Creating content for technical buyers is hard—especially if your team’s already stretched thin. In this episode, we wrap up the series with a clear answer to the problem: Edify Content.
We don’t write fluff. We create deeply technical, highly usable content that helps your buyers evaluate faster, trust your product, and move forward—without needing to talk to sales.
Whether you’re a B2B SaaS company selling to devs, IT teams, or architects, we can help you build a content engine that works.
Ready to sell smarter?
The technical buyer isn’t going away—and they’re often the ones holding the keys to the deal. If you want fewer ghosted follow-ups, tighter sales cycles, and smoother handoffs to solutions engineers, it starts with understanding how these buyers think. This series gives you the inside track.
Whether you’re coaching a sales team or refining your go-to-market strategy, use this series to turn confusion into clarity—and technical skeptics into champions.