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Your engineers hate sales calls (and it's costing you deals)
When your sales team keeps saying "we'll get our engineer on the next call," it's not a win—it's a failure of your content strategy. You're spending engineering time on deals that might not be qualified, slowing down your sales cycle, and burning out your technical talent on explanations that could have been handled by well-designed documentation.
Why 90% of sales emails fail (and how to fix yours)
Technical buyers actively avoid talking to sales, with Gartner reporting that 75% of B2B buyers prefer a rep-free experience. Email is one of the only channels that lets you deliver information directly without interrupting their day, but most sequences fail because they start with self-serving pitches rather than buyer-relevant value.
If it's not in the CRM, your content doesn't exist
If your sales team shares content but doesn't log it in the CRM, you have no way to measure impact or prove what's working. Website analytics are mostly noise from tire-kickers, but CRM data shows which content actually moves deals forward in real sales conversations.
Why your content fails to convert (it's missing these critical pieces)
When marketing only creates top-of-funnel content, buyers get interested but can't move forward. They lack the case studies and technical docs to make decisions or address objections. Real buyers don't follow your neat funnel diagram—they need content that supports them wherever they land.
Your sales team doesn't need more leads (they need LEVERAGE)
Marketing teams are churning out content while sales teams feel like they're flying solo. This isn't about marketing incompetence—it's about misalignment where both teams work in parallel rather than in concert, creating wasted effort that looks productive but doesn't translate into actual revenue.
Your ICP is probably wrong (and it's costing you money)
Most companies define their ICP with something laughably vague like "C-level execs at enterprises." That's not an ICP—that's a horoscope. A real ICP has teeth: specific company types, current tech stack, budget realities, and disqualifying factors that save you from wasting time.
You built a persona—now what? Here’s what sales and marketing do next
Sales and marketing alignment doesn’t start with a campaign—it starts with a shared understanding of your buyer. This post walks through how to go from persona to ICP to target account list, and how to build content that actually supports revenue.
Why your content isn’t closing deals (and how to fix it)
Most B2B content stalls out at the top of the funnel because it’s not aligned to a real sales strategy. If you want content that actually drives deals forward, it needs to support every stage of the sales cycle—not just awareness.
How to build credibility with technical buyers
Selling to technical buyers isn’t about persuasion—it’s about proof. Edify helps B2B SaaS teams create technical content that builds trust, answers real questions, and moves deals forward without hiring more headcount.
Copy this B2B SaaS company’s content strategy
Numeral’s content strategy is a masterclass in clarity, trust, and buyer-focused execution—without relying on a big brand or bloated team. If you’re creating content for technical buyers, this is the model to study.
Stop selling, start helping · Tough B2B SaaS sales advice
Most technical content fails because it’s written to sell, not to help—and technical buyers can spot the difference instantly. If your content isn’t useful, credible, and aligned to how they evaluate software, you’re not just slowing down the deal—you’re losing it.
The technical buyer’s journey: how they research, evaluate, and buy
Technical buyers don’t make quick decisions—they follow a structured journey of research, validation, and internal approvals. If you don’t align your sales and marketing strategy to how they actually buy, you’ll lose deals without even realizing why.
Why your technical buyer persona is useless (and how to fix it)
Most companies build technical buyer personas that are nothing more than job titles, missing the deeper insights that actually drive purchasing decisions. A well-crafted persona isn’t just a profile—it’s a tool that helps you sell by addressing real concerns, motivations, and decision-making processes.
Technical buyers are slow to buy—here’s how to speed it up
Technical buyers move slowly—not because they want to, but because software decisions come with high stakes, complex integrations, and internal approvals. If you want to speed up the process, you need to provide frictionless PoCs, in-depth technical documentation, and content that helps them sell the solution internally.
Devs think your product is BS—here’s the fix
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.
Close more B2B tech deals: 6 topics you can’t ignore
Technical buyers prioritize clear, precise content that directly addresses integration, security, ease of evaluation, and technical feasibility. If your content doesn’t immediately reflect these priorities, they’ll simply tune you out—and you won’t even know it’s happening.
Who is the “technical buyer” (and why does it matter)?
75% of B2B buyers prefer researching independently, actively avoiding conversations with sales reps. For tech products, that means your sales enablement content needs to be accurate, practical, and directly aligned with the precise needs of technical buyers.
How to Get—and Use—Quotes in B2B Case Studies
Most case study quotes are useless fluff—generic praise that doesn’t help close deals. Here’s how to get quotes that actually sell, even if you have to write them yourself.
How to Write B2B Case Studies That Drive Revenue
B2B case studies can land six- and seven-figure deals—if they’re written right. This guide walks you through the entire process, from planning and interviewing to crafting a compelling story and promoting it effectively.
These 3 mistakes are killing your B2B case studies
Bad case studies make your customer look bad, make your product the hero, and drown the reader in fluff instead of impact. A great case study should position your customer as smart, highlight their success with your product as the enabler, and showcase real, quantifiable results that make prospects think, “I want those numbers too.”