Selling Information Security to the Board - A Primer
Details
Format: Softcover
ISBN13: 9781849287999
BIC: COMPUTER SECURITY, COMPUTING & INFORMATION TECHNOLOGY
BISAC: COMPUTERS / Security / General, COMPUTERS / General
Published: 31 Mar 2016
Availability: In Stock
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Information technology plays a fundamental role in the operations of any modern business. While the confidentiality and integrity of your organisation's information have to be protected, a business still needs to have this information readily available in order to be able to function from day to day. If you are an information security practitioner, you need to be able to sell complex and often technical solutions to boards and management teams.
Persuading the board to invest in information security measures requires sales skills. As an information security professional, you are a scientific and technical specialist; and yet you need to get your message across to people whose primary interests lie elsewhere, in turnover and overall performance. In other words, you need to develop sales and marketing skills.
This pocket guide will help you with the essential sales skills that persuade company directors to commit money and resources to your information security initiatives. It will help you to:
- Understand basic sales techniques
- Understand how to present yourself
- Find out how to earn management's trust
- Learn how to craft a successful proposal
This guide offers you invaluable tips on how to write a proposal that will communicate your ideas effectively to senior executives.
About the author
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1: The Sales Process
2: Sales Basics
3: Self-Preparation: Understand The Business
4: Self-Preparation: Soft Skills
5: Self-Preparation: Be Credible
6: Self-Preparation: Build A Track Record
7: Develop An Ally
8: What Motivates Managers?
9: Pleasure And Pain
10: Leveraging Regulatory Compliance
11: Leveraging ISO27001
12: Information Security Governance
13: The Proposal
14: Handling Objections
15: Delivery