The Personal MBA Masterclass

The Personal MBA Masterclass

Other by Josh Kaufman

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Tracklist

  • DTS CD 1: The Five Parts of Every Business
  • 1
    Introduction
    3:58
  • 2
    The Purpose of The Personal MBA Masterclass
    5:00
  • 3
    Why study business?
    10:04
  • 4
    The five parts of every business
    3:13
  • 5
    Creating a simple business plan
    7:27
  • 6
    Value creation
    1:46
  • 7
    Economically valuable skills
    1:49
  • 8
    The iron law of the market
    5:46
  • 9
    The point of the value creation process
    2:56
  • 10
    The four categories of what people want
    7:17
  • 11
    The difference between sales and marketing
    2:02
  • 12
    The 10 ways to evaluate a market: 1-5
    3:34
  • 13
    The 10 ways to evaluate a market: 6-10
    3:01
  • 14
    Creating a checklist
    3:01
  • 15
    The need for reflection
    3:45
  • 16
    The hidden benefit of competition
    3:14
  • 17
    The mercenary rule
    3:52
  • 18
    The crusader rule
    1:20
  • 19
    The difference between a mercenary and a crusader
    3:21
  • DTS CD 2: The 12 Forms of Value
  • 1
    Providing a form of value #1 - products
    3:59
  • 2
    Form of value #2 - services
    4:34
  • 3
    Form of value #3 - a shared resource
    3:40
  • 4
    Form of value #4 - subscription
    3:45
  • 5
    Form of value #5 - resale
    4:52
  • 6
    Form of value #6 - lease
    3:58
  • 7
    Form of value #7 - agency
    5:50
  • 8
    Form of value #8 - audience aggregation
    5:25
  • 9
    Permission - taking it to a level deeper
    2:44
  • 10
    Form of value #9 - loan
    3:22
  • 11
    Form of value # 10 - option
    4:10
  • 12
    Form of value #11 - insurance
    2:58
  • 13
    Re-insurance
    3:55
  • 14
    Form of value # 12 - capital
    3:22
  • 15
    The 12 forms of value - final questions for reflection
    0:32
  • DTS CD 3: Presenting a Valuable, Appealing Offer
  • 1
    Perceived value
    5:36
  • 2
    Modularity
    2:09
  • 3
    Bundling and unbundling
    3:08
  • 4
    A prototype (WIGWAM)
    1:53
  • 5
    The iteration cycle
    3:03
  • 6
    Iteration velocity
    2:58
  • 7
    Feedback
    8:37
  • 8
    Alternatives
    4:47
  • 9
    Tradeoffs
    1:39
  • 10
    The nine economic values - a checklist
    2:48
  • 11
    Convenience and fidelity
    6:08
  • 12
    Relative importance testing
    3:20
  • 13
    Critically important assumptions
    4:21
  • 14
    Shadow testing
    5:18
  • 15
    A minimum economically viable offer (MEVO)
    3:06
  • 16
    Incremental augmentation
    0:58
  • 17
    Field testing
    4:23
  • DTS CD 4: How to Turbo-Boost Your Marketing Expertise
  • 1
    Introduction to the importance of marketing
    2:16
  • 2
    The most important rule in marketing - gaining people's attention
    2:26
  • 3
    Receptivity: what and when
    4:59
  • 4
    Remarkability
    3:19
  • 5
    Probable purchaser - who?
    3:44
  • 6
    End result
    3:39
  • 7
    Qualification
    8:00
  • 8
    Point of market entry/exit
    4:26
  • 9
    Addressability
    2:31
  • 10
    Desire
    2:41
  • 11
    Visualization
    6:03
  • 12
    Framing
    5:33
  • 13
    Providing something free
    7:21
  • 14
    Permission
    3:45
  • 15
    Having a hook
    2:37
  • 16
    The call to action
    2:36
  • 17
    Narrative
    3:37
  • 18
    Controversy
    4:16
  • 19
    Reputation
    4:13
  • DTS CD 5: Unmasking the Mystery of Sales
  • 1
    A further point on controversy
    2:04
  • 2
    Sales turns a prospect into a paying customer
    2:14
  • 3
    The defining moment in sales - the transaction
    3:47
  • 4
    The precondition of trust
    3:17
  • 5
    Common ground
    2:03
  • 6
    The pricing uncertainty principle
    2:50
  • 7
    The four pricing methods
    8:08
  • 8
    Value-based selling
    3:13
  • 9
    Calculating value
    3:08
  • 10
    A story about value-based contract negotiation
    4:34
  • 11
    A story of full-price and free
    4:57
  • 12
    Questions for reflection: value-based selling and education-based selling
    0:26
  • DTS CD 6: Powerful Negotiating Strategies in Sales
  • 1
    Defining the next-best alternative
    3:34
  • 2
    The three universal currencies
    7:13
  • 3
    The three dimensions of a negotiation
    4:07
  • 4
    The buffer
    6:23
  • 5
    Psychological factors of negotiation: reciprocation
    9:12
  • 6
    Psychological factors of negotiation: damaging admission
    3:43
  • 7
    Barriers to purchase
    4:59
  • 8
    Risk reversal
    6:01
  • 9
    Reactivation
    2:45
  • 10
    Closing thoughts on this session
    1:39
  • DTS CD 7: Value Delivery
  • 1
    Entering the value-delivery process
    1:46
  • 2
    The value stream
    3:42
  • 3
    The two types of distribution channels
    6:28
  • 4
    The expectation effect/The unexpected bonus
    5:43
  • 5
    Predictability (uniformity, consistency, and reliability)
    6:06
  • 6
    Throughput
    8:42
  • 7
    Duplication
    2:09
  • 8
    Multiplication
    1:26
  • 9
    Building a scalable business
    4:56
  • 10
    Accumulation
    1:47
  • 11
    Amplification
    4:12
  • 12
    Barrier to competition
    2:45
  • 13
    A force multiplier
    4:18
  • 14
    Systemization
    6:08
  • DTS CD 8: Personal MBA Strategies for Finance
  • 1
    Watching your business system operate
    2:34
  • 2
    Defining finance: profit
    4:17
  • 3
    Value capture
    6:02
  • 4
    Sufficiency
    5:20
  • 5
    The only four ways to increase revenue
    3:41
  • 6
    Pricing power
    2:42
  • 7
    Lifetime value
    1:04
  • 8
    Allowable acquisition cost
    3:29
  • 9
    Overhead
    2:18
  • 10
    Costs: fixed and variable
    3:43
  • 11
    Financial controls
    5:15
  • 12
    Incremental degradation
    5:20

Issues