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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.
How this book can help information security professionals:
Understand basic sales techniques
Find out what to do to capture the attention of management and win them over
Understand how to present yourself
Present yourself so that management takes you seriously, and ensure your proposal receives a proper hearing.
Find out how to earn management's trust
This guide shows you how to persuade management that you are the kind of information security professional who is interested in supporting, rather than impeding, business success.
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.
Improve your powers of persuasion with the board ... Buy this pocket guide today!
About the author
Alan Calder is the CEO and founder of IT Governance Ltd. He has written widely on IT governance and information security management. This pocket guide is the first in a suite of products to focus on the important subject of making sure you can convince management of information security's importance. A book, a podcast, and more will follow shortly.
Über den Autor / die Autorin
Alan Calder is a leading author on IT governance and information security issues. He is the CEO of GRC International Group plc, the AIM-listed company that owns IT Governance Ltd. Alan is an acknowledged international cyber security guru. He has been involved in the development of a wide range of information security management training courses that have been accredited by the International Board for IT Governance Qualifications (IBITGQ). He is a frequent media commentator on information security and IT governance issues, and has contributed articles and expert comment to a wide range of trade, national and online news outlets. || Steve G Watkins leads the consultancy and training services of IT Governance Ltd. In his various roles in both the public and private sectors he has been responsible for most support disciplines. He has over 20 years' experience of managing integrated management systems, and is a lead auditor for ISO27001 and ISO9000. He is now an ISMS Technical Expert for UKAS, and provides them with advice for their assessments of certification bodies offering certification to ISO27001.
