CD1 - The Five Parts of Every Business

Tracklist

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▼ DTS CD 1: The Five Parts of Every Business
#	Title	Rating	Length
1	Introduction		3:58
2	The Purpose of The Personal MBA Masterclass		5:01
3	Why study business?		10:04
4	The five parts of every business		3:14
5	Creating a simple business plan		7:27
6	Value creation		1:46
7	Economically valuable skills		1:50
8	The iron law of the market		5:46
9	The point of the value creation process		2:57
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		3:02
14	Creating a checklist		3:01
15	The need for reflection		3:46
16	The hidden benefit of competition		3:15
17	The mercenary rule		3:53
18	The crusader rule		1:21
19	The difference between a mercenary and a crusader		3:21

▼ DTS CD 2: The 12 Forms of Value
#	Title	Rating	Length
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		3:41
4	Form of value #4 - subscription		3:46
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		4:11
12	Form of value #11 - insurance		2:58
13	Re-insurance		3:55
14	Form of value # 12 - capital		3:23
15	The 12 forms of value - final questions for reflection		0:33

▼ DTS CD 3: Presenting a Valuable, Appealing Offer
#	Title	Rating	Length
1	Perceived value		5:37
2	Modularity		2:10
3	Bundling and unbundling		3:09
4	A prototype (WIGWAM)		1:54
5	The iteration cycle		3:04
6	Iteration velocity		2:59
7	Feedback		8:37
8	Alternatives		4:47
9	Tradeoffs		1:39
10	The nine economic values - a checklist		2:49
11	Convenience and fidelity		6:08
12	Relative importance testing		3:20
13	Critically important assumptions		4:22
14	Shadow testing		5:19
15	A minimum economically viable offer (MEVO)		3:06
16	Incremental augmentation		0:59
17	Field testing		4:23

▼ DTS CD 4: How to Turbo-Boost Your Marketing Expertise
#	Title	Rating	Length
1	Introduction to the importance of marketing		2:16
2	The most important rule in marketing - gaining people's attention		2:27
3	Receptivity: what and when		4:59
4	Remarkability		3:19
5	Probable purchaser - who?		3:45
6	End result		3:39
7	Qualification		8:01
8	Point of market entry/exit		4:27
9	Addressability		2:31
10	Desire		2:42
11	Visualization		6:03
12	Framing		5:33
13	Providing something free		7:22
14	Permission		3:46
15	Having a hook		2:38
16	The call to action		2:36
17	Narrative		3:38
18	Controversy		4:16
19	Reputation		4:13

▼ DTS CD 5: Unmasking the Mystery of Sales
#	Title	Rating	Length
1	A further point on controversy		2:04
2	Sales turns a prospect into a paying customer		2:15
3	The defining moment in sales - the transaction		3:48
4	The precondition of trust		3:17
5	Common ground		2:04
6	The pricing uncertainty principle		2:50
7	The four pricing methods		8:08
8	Value-based selling		3:14
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
#	Title	Rating	Length
1	Defining the next-best alternative		3:35
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		9:13
6	Psychological factors of negotiation: damaging admission		3:44
7	Barriers to purchase		5:00
8	Risk reversal		6:02
9	Reactivation		2:46
10	Closing thoughts on this session		1:40

▶ DTS CD 7: Value Delivery

▶ DTS CD 8: Personal MBA Strategies for Finance

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