PREFACE
This book originated in a seminar that I was invited to give, by its organisers, at the Information Security Exhibition, Infosec 2010, at Earl’s Court in London.
Information security practitioners have to sell complex, often technical, solutions to boards and management teams who, in turn, would prefer that they didn’t have to pay any attention to information security.
This requires sales skills, and these skills can be learned. Good, honest, skilful sales people are essential for the day-to-day working of commerce and industry. Information security practitioners with sales skills will usually achieve a lot more within their organisations than those that don’t.
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