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Book Description

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.

Table of Contents

  1. Cover
  2. Title
  3. Copyright
  4. Preface
  5. About the Authors
  6. Acknowledgements
  7. Contents
  8. Introduction
  9. Chapter 1: The Sales Process
  10. Chapter 2: Sales Basics
    1. Needs versus Wants
    2. Features versus Benefits
    3. AIDA
  11. Chapter 3: Self-Preparation: Understand The Business
  12. Chapter 4: Self-Preparation: Soft Skills
  13. Chapter 5: Self-Preparation: Be Credible
  14. Chapter 6: Self-Preparation: Build A Track Record
  15. Chapter 7: Develop An Ally
  16. Chapter 8: What Motivates Managers?
  17. Chapter 9: Pleasure And Pain
  18. Chapter 10: Leveraging Regulatory Compliance
  19. Chapter 11: Leveraging ISO27001
  20. Chapter 12: Information Security Governance
    1. Information security is a board responsibility
    2. Governance and risk management
    3. Corporate governance codes
    4. Information risk
    5. Governance challenges
    6. IT governance
  21. Chapter 13: The Proposal
  22. Chapter 14: Handling Objections
  23. Chapter 15: Delivery
  24. ITG Resources
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