Selling Information Security to the Board: A Primer, Second Edition

Selling Information Security to the Board: A Primer

Essential sales skills for persuading company directors to tackle security.

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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.

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