Selling Information Security to the Board
IT Governance Publishing (Verlag)
978-1-84928-053-2 (ISBN)
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Knowing about information security is not enough. You also have to deploy it across the business - which means convincing management of its importance. Learn how with this essential guide! 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.
Alan Calader is the CEO and founder of IT Governance LTD. He has written widely on IT governance and information security management.
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 ISO 27001 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: Deliverance ITG Resources
| Erscheint lt. Verlag | 24.6.2010 |
|---|---|
| Verlagsort | Ely |
| Sprache | englisch |
| Maße | 95 x 165 mm |
| Gewicht | 55 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| Wirtschaft ► Betriebswirtschaft / Management ► Wirtschaftsinformatik | |
| ISBN-10 | 1-84928-053-3 / 1849280533 |
| ISBN-13 | 978-1-84928-053-2 / 9781849280532 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
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