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Selling Information Security to the Board
Author
Alan Calder
Release Date: 2016/03/01
ISBN: 9781849288019
Topic:
Security
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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.
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Table of Contents
Cover
Title
Copyright
Preface
About the Authors
Acknowledgements
Contents
Introduction
Chapter 1: The Sales Process
Chapter 2: Sales Basics
Needs versus Wants
Features versus Benefits
AIDA
Chapter 3: Self-Preparation: Understand The Business
Chapter 4: Self-Preparation: Soft Skills
Chapter 5: Self-Preparation: Be Credible
Chapter 6: Self-Preparation: Build A Track Record
Chapter 7: Develop An Ally
Chapter 8: What Motivates Managers?
Chapter 9: Pleasure And Pain
Chapter 10: Leveraging Regulatory Compliance
Chapter 11: Leveraging ISO27001
Chapter 12: Information Security Governance
Information security is a board responsibility
Governance and risk management
Corporate governance codes
Information risk
Governance challenges
IT governance
Chapter 13: The Proposal
Chapter 14: Handling Objections
Chapter 15: Delivery
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