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Cross-Sell at a Crossroads: Part I
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Financial institutions have adopted the method of cross-selling a wide range of products to customers as a mantra for growth. With hundreds of cross-sell solutions in production for a wide variety of customers, Equifax has gained a unique perspective over the past decade to help financial institutions implement successful cross-sell programs and best practices. Part I in this series will take a look at:
Why relatively few institutions have been able to make the transition from ad-hoc selling to successful, long-term cross-sell programs
The barriers that must be overcome to cross the chasm between what institutions want to sell and what their customers want to buy
Why institutions must become effective relationship managers before they can be effective cross-sellers
An iterative, walk-before-you-run approach to implementing a long-term cross-sell program
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