Cross-Sell at a Crossroads: Part I

Equifax shares insights, from its own experience and from other companies, with executives who want to implement or improve cross-selling in their organizations.

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