The Personal MBA Masterclass

Album by Josh Kaufman

About

Disc 1

  1. 1.
    Introduction
    3:58
  2. 2.
    The Purpose of The Personal MBA Masterclass
    5:00
  3. 3.
    Why study business?
    10:04
  4. 4.
    The five parts of every business
    3:13
  5. 5.
    Creating a simple business plan
    7:27
  6. 6.
    Value creation
    1:46
  7. 7.
    Economically valuable skills
    1:49
  8. 8.
    The iron law of the market
    5:46
  9. 9.
    The point of the value creation process
    2:56
  10. 10.
    The four categories of what people want
    7:17
  11. 11.
    The difference between sales and marketing
    2:02
  12. 12.
    The 10 ways to evaluate a market: 1-5
    3:34
  13. 13.
    The 10 ways to evaluate a market: 6-10
    3:01
  14. 14.
    Creating a checklist
    3:01
  15. 15.
    The need for reflection
    3:45
  16. 16.
    The hidden benefit of competition
    3:14
  17. 17.
    The mercenary rule
    3:52
  18. 18.
    The crusader rule
    1:20
  19. 19.
    The difference between a mercenary and a crusader
    3:21

Disc 2

  1. 1.
    Providing a form of value #1 - products
    3:59
  2. 2.
    Form of value #2 - services
    4:34
  3. 3.
    Form of value #3 - a shared resource
    3:40
  4. 4.
    Form of value #4 - subscription
    3:45
  5. 5.
    Form of value #5 - resale
    4:52
  6. 6.
    Form of value #6 - lease
    3:58
  7. 7.
    Form of value #7 - agency
    5:50
  8. 8.
    Form of value #8 - audience aggregation
    5:25
  9. 9.
    Permission - taking it to a level deeper
    2:44
  10. 10.
    Form of value #9 - loan
    3:22
  11. 11.
    Form of value # 10 - option
    4:10
  12. 12.
    Form of value #11 - insurance
    2:58
  13. 13.
    Re-insurance
    3:55
  14. 14.
    Form of value # 12 - capital
    3:22
  15. 15.
    The 12 forms of value - final questions for reflection
    0:32

Disc 3

  1. 1.
    Perceived value
    5:36
  2. 2.
    Modularity
    2:09
  3. 3.
    Bundling and unbundling
    3:08
  4. 4.
    A prototype (WIGWAM)
    1:53
  5. 5.
    The iteration cycle
    3:03
  6. 6.
    Iteration velocity
    2:58
  7. 7.
    Feedback
    8:37
  8. 8.
    Alternatives
    4:47
  9. 9.
    Tradeoffs
    1:39
  10. 10.
    The nine economic values - a checklist
    2:48
  11. 11.
    Convenience and fidelity
    6:08
  12. 12.
    Relative importance testing
    3:20
  13. 13.
    Critically important assumptions
    4:21
  14. 14.
    Shadow testing
    5:18
  15. 15.
    A minimum economically viable offer (MEVO)
    3:06
  16. 16.
    Incremental augmentation
    0:58
  17. 17.
    Field testing
    4:23

Disc 4

  1. 1.
    Introduction to the importance of marketing
    2:16
  2. 2.
    The most important rule in marketing - gaining people's attention
    2:26
  3. 3.
    Receptivity: what and when
    4:59
  4. 4.
    Remarkability
    3:19
  5. 5.
    Probable purchaser - who?
    3:44
  6. 6.
    End result
    3:39
  7. 7.
    Qualification
    8:00
  8. 8.
    Point of market entry/exit
    4:26
  9. 9.
    Addressability
    2:31
  10. 10.
    Desire
    2:41
  11. 11.
    Visualization
    6:03
  12. 12.
    Framing
    5:33
  13. 13.
    Providing something free
    7:21
  14. 14.
    Permission
    3:45
  15. 15.
    Having a hook
    2:37
  16. 16.
    The call to action
    2:36
  17. 17.
    Narrative
    3:37
  18. 18.
    Controversy
    4:16
  19. 19.
    Reputation
    4:13

Disc 5

  1. 1.
    A further point on controversy
    2:04
  2. 2.
    Sales turns a prospect into a paying customer
    2:14
  3. 3.
    The defining moment in sales - the transaction
    3:47
  4. 4.
    The precondition of trust
    3:17
  5. 5.
    Common ground
    2:03
  6. 6.
    The pricing uncertainty principle
    2:50
  7. 7.
    The four pricing methods
    8:08
  8. 8.
    Value-based selling
    3:13
  9. 9.
    Calculating value
    3:08
  10. 10.
    A story about value-based contract negotiation
    4:34
  11. 11.
    A story of full-price and free
    4:57
  12. 12.
    Questions for reflection: value-based selling and education-based selling
    0:26

Disc 6

  1. 1.
    Defining the next-best alternative
    3:34
  2. 2.
    The three universal currencies
    7:13
  3. 3.
    The three dimensions of a negotiation
    4:07
  4. 4.
    The buffer
    6:23
  5. 5.
    Psychological factors of negotiation: reciprocation
    9:12
  6. 6.
    Psychological factors of negotiation: damaging admission
    3:43
  7. 7.
    Barriers to purchase
    4:59
  8. 8.
    Risk reversal
    6:01
  9. 9.
    Reactivation
    2:45
  10. 10.
    Closing thoughts on this session
    1:39

Disc 7

  1. 1.
    Entering the value-delivery process
    1:46
  2. 2.
    The value stream
    3:42
  3. 3.
    The two types of distribution channels
    6:28
  4. 4.
    The expectation effect/The unexpected bonus
    5:43
  5. 5.
    Predictability (uniformity, consistency, and reliability)
    6:06
  6. 6.
    Throughput
    8:42
  7. 7.
    Duplication
    2:09
  8. 8.
    Multiplication
    1:26
  9. 9.
    Building a scalable business
    4:56
  10. 10.
    Accumulation
    1:47
  11. 11.
    Amplification
    4:12
  12. 12.
    Barrier to competition
    2:45
  13. 13.
    A force multiplier
    4:18
  14. 14.
    Systemization
    6:08

Disc 8

  1. 1.
    Watching your business system operate
    2:34
  2. 2.
    Defining finance: profit
    4:17
  3. 3.
    Value capture
    6:02
  4. 4.
    Sufficiency
    5:20
  5. 5.
    The only four ways to increase revenue
    3:41
  6. 6.
    Pricing power
    2:42
  7. 7.
    Lifetime value
    1:04
  8. 8.
    Allowable acquisition cost
    3:29
  9. 9.
    Overhead
    2:18
  10. 10.
    Costs: fixed and variable
    3:43
  11. 11.
    Financial controls
    5:15
  12. 12.
    Incremental degradation
    5:20

Reviews

Similar Releases