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