|
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 |
