The Personal MBA Masterclass by Josh Kaufman

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Tracklist

# Title Length
DTS CD 1
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
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
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
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
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
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
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
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

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