Selling Information Security to the Board

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