Financial institutions have varying philosophies and practices to find new ways to deepen relationships with existing account holders, a practice the industry calls relationship banking. Many institutions use cross-selling—increasing the number of accounts, products or services an existing account holder has—as a primary metric for success. Cross-selling can be a decent performance indicator for the financial institution, but it’s rarely how a customer evaluates a relationship with a bank.…

Topics:  cross-selling   relationship   bank   institutions   existing   financial   account   
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