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Album

The Personal MBA Masterclass

Josh Kaufman
Label
Nightingale Conant
Catalogue
26600CD
Tracks
118
Runtime
472 min
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Tracklist
Disc 1
1
Introduction
The Personal MBA Masterclass
3:58
2
The Purpose of The Personal MBA Masterclass
The Personal MBA Masterclass
5:01
3
Why study business?
The Personal MBA Masterclass
10:04
4
The five parts of every business
The Personal MBA Masterclass
3:14
5
Creating a simple business plan
The Personal MBA Masterclass
7:27
6
Value creation
The Personal MBA Masterclass
1:46
7
Economically valuable skills
The Personal MBA Masterclass
1:50
8
The iron law of the market
The Personal MBA Masterclass
5:46
9
The point of the value creation process
The Personal MBA Masterclass
2:57
10
The four categories of what people want
The Personal MBA Masterclass
7:17
11
The difference between sales and marketing
The Personal MBA Masterclass
2:02
12
The 10 ways to evaluate a market: 1-5
The Personal MBA Masterclass
3:34
13
The 10 ways to evaluate a market: 6-10
The Personal MBA Masterclass
3:02
14
Creating a checklist
The Personal MBA Masterclass
3:01
15
The need for reflection
The Personal MBA Masterclass
3:46
16
The hidden benefit of competition
The Personal MBA Masterclass
3:15
17
The mercenary rule
The Personal MBA Masterclass
3:53
18
The crusader rule
The Personal MBA Masterclass
1:21
19
The difference between a mercenary and a crusader
The Personal MBA Masterclass
3:21
Disc 2
1
Providing a form of value #1 - products
The Personal MBA Masterclass
3:59
2
Form of value #2 - services
The Personal MBA Masterclass
4:34
3
Form of value #3 - a shared resource
The Personal MBA Masterclass
3:41
4
Form of value #4 - subscription
The Personal MBA Masterclass
3:46
5
Form of value #5 - resale
The Personal MBA Masterclass
4:52
6
Form of value #6 - lease
The Personal MBA Masterclass
3:58
7
Form of value #7 - agency
The Personal MBA Masterclass
5:50
8
Form of value #8 - audience aggregation
The Personal MBA Masterclass
5:25
9
Permission - taking it to a level deeper
The Personal MBA Masterclass
2:44
10
Form of value #9 - loan
The Personal MBA Masterclass
3:22
11
Form of value # 10 - option
The Personal MBA Masterclass
4:11
12
Form of value #11 - insurance
The Personal MBA Masterclass
2:58
13
Re-insurance
The Personal MBA Masterclass
3:55
14
Form of value # 12 - capital
The Personal MBA Masterclass
3:23
15
The 12 forms of value - final questions for reflection
The Personal MBA Masterclass
0:33
Disc 3
1
Perceived value
The Personal MBA Masterclass
5:37
2
Modularity
The Personal MBA Masterclass
2:10
3
Bundling and unbundling
The Personal MBA Masterclass
3:09
4
A prototype (WIGWAM)
The Personal MBA Masterclass
1:54
5
The iteration cycle
The Personal MBA Masterclass
3:04
6
Iteration velocity
The Personal MBA Masterclass
2:59
7
Feedback
The Personal MBA Masterclass
8:37
8
Alternatives
The Personal MBA Masterclass
4:47
9
Tradeoffs
The Personal MBA Masterclass
1:39
10
The nine economic values - a checklist
The Personal MBA Masterclass
2:49
11
Convenience and fidelity
The Personal MBA Masterclass
6:08
12
Relative importance testing
The Personal MBA Masterclass
3:20
13
Critically important assumptions
The Personal MBA Masterclass
4:22
14
Shadow testing
The Personal MBA Masterclass
5:19
15
A minimum economically viable offer (MEVO)
The Personal MBA Masterclass
3:06
16
Incremental augmentation
The Personal MBA Masterclass
0:59
17
Field testing
The Personal MBA Masterclass
4:23
Disc 4
1
Introduction to the importance of marketing
The Personal MBA Masterclass
2:16
2
The most important rule in marketing - gaining people's attention
The Personal MBA Masterclass
2:27
3
Receptivity: what and when
The Personal MBA Masterclass
4:59
4
Remarkability
The Personal MBA Masterclass
3:19
5
Probable purchaser - who?
The Personal MBA Masterclass
3:45
6
End result
The Personal MBA Masterclass
3:39
7
Qualification
The Personal MBA Masterclass
8:01
8
Point of market entry/exit
The Personal MBA Masterclass
4:27
9
Addressability
The Personal MBA Masterclass
2:31
10
Desire
The Personal MBA Masterclass
2:42
11
Visualization
The Personal MBA Masterclass
6:03
12
Framing
The Personal MBA Masterclass
5:33
13
Providing something free
The Personal MBA Masterclass
7:22
14
Permission
The Personal MBA Masterclass
3:46
15
Having a hook
The Personal MBA Masterclass
2:38
16
The call to action
The Personal MBA Masterclass
2:36
17
Narrative
The Personal MBA Masterclass
3:38
18
Controversy
The Personal MBA Masterclass
4:16
19
Reputation
The Personal MBA Masterclass
4:13
Disc 5
1
A further point on controversy
The Personal MBA Masterclass
2:04
2
Sales turns a prospect into a paying customer
The Personal MBA Masterclass
2:15
3
The defining moment in sales - the transaction
The Personal MBA Masterclass
3:48
4
The precondition of trust
The Personal MBA Masterclass
3:17
5
Common ground
The Personal MBA Masterclass
2:04
6
The pricing uncertainty principle
The Personal MBA Masterclass
2:50
7
The four pricing methods
The Personal MBA Masterclass
8:08
8
Value-based selling
The Personal MBA Masterclass
3:14
9
Calculating value
The Personal MBA Masterclass
3:08
10
A story about value-based contract negotiation
The Personal MBA Masterclass
4:34
11
A story of full-price and free
The Personal MBA Masterclass
4:57
12
Questions for reflection: value-based selling and education-based selling
The Personal MBA Masterclass
0:26
Disc 6
1
Defining the next-best alternative
The Personal MBA Masterclass
3:35
2
The three universal currencies
The Personal MBA Masterclass
7:13
3
The three dimensions of a negotiation
The Personal MBA Masterclass
4:07
4
The buffer
The Personal MBA Masterclass
6:23
5
Psychological factors of negotiation: reciprocation
The Personal MBA Masterclass
9:13
6
Psychological factors of negotiation: damaging admission
The Personal MBA Masterclass
3:44
7
Barriers to purchase
The Personal MBA Masterclass
5:00
8
Risk reversal
The Personal MBA Masterclass
6:02
9
Reactivation
The Personal MBA Masterclass
2:46
10
Closing thoughts on this session
The Personal MBA Masterclass
1:40
Disc 7
1
Entering the value-delivery process
The Personal MBA Masterclass
1:46
2
The value stream
The Personal MBA Masterclass
3:43
3
The two types of distribution channels
The Personal MBA Masterclass
6:29
4
The expectation effect/The unexpected bonus
The Personal MBA Masterclass
5:43
5
Predictability (uniformity, consistency, and reliability)
The Personal MBA Masterclass
6:06
6
Throughput
The Personal MBA Masterclass
8:43
7
Duplication
The Personal MBA Masterclass
2:09
8
Multiplication
The Personal MBA Masterclass
1:26
9
Building a scalable business
The Personal MBA Masterclass
4:56
10
Accumulation
The Personal MBA Masterclass
1:47
11
Amplification
The Personal MBA Masterclass
4:13
12
Barrier to competition
The Personal MBA Masterclass
2:46
13
A force multiplier
The Personal MBA Masterclass
4:19
14
Systemization
The Personal MBA Masterclass
6:09
Disc 8
1
Watching your business system operate
The Personal MBA Masterclass
2:34
2
Defining finance: profit
The Personal MBA Masterclass
4:17
3
Value capture
The Personal MBA Masterclass
6:02
4
Sufficiency
The Personal MBA Masterclass
5:20
5
The only four ways to increase revenue
The Personal MBA Masterclass
3:41
6
Pricing power
The Personal MBA Masterclass
2:43
7
Lifetime value
The Personal MBA Masterclass
1:04
8
Allowable acquisition cost
The Personal MBA Masterclass
3:30
9
Overhead
The Personal MBA Masterclass
2:18
10
Costs: fixed and variable
The Personal MBA Masterclass
3:43
11
Financial controls
The Personal MBA Masterclass
5:16
12
Incremental degradation
The Personal MBA Masterclass
5:21