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Last week I had the pleasure of being invited to speak about B2B SaaS Sales on Livestorm’s podcast. In the interview I discussed how, at MadKudu, we led our research for our Ideal Customer, how we’ve kept on refining it and how it helped shape our business. Here’s the full interview : And here’s the transcript (a big thank you to Livestorm) Hi Francis, first, could you tell us what is MadKudu and how you…

2/29/2016 update – We’ve had a number of requests to expand on this post and provide examples of behavior-based conversion incentives. We decided to write a 3-part series on this topic. You can read the first one here.  Whenever I launch a new SaaS product I obsess about sales and onboarding details. Should I offer a free trial? How long? Or should I have a free version with no trial (freemium)? The blogs and books…