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Posts tagged with "cross-selling"


Customer Focus is the Key to a Successful, Ethical Sales Culture

Two million bogus accounts, 5,300 fired employees, over half a million faked credit card applications, $185 million in fines from the Consumer Financial Protection Bureau, a $5 million restitution tab, a CEO resignation and projected business losses that total in the hundreds of billions of dollars for years to come — a scandal the scope…

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The Economics of Trickle Down Compliance

In September 2008, the United States was experiencing not only the roll up to a Presidential election but experienced an economic crash now described as The Great Recession, or the Financial Crisis. Media headlines focused on the greed of Wall Street, and the excesses of the big banks that were too big to fail. The…

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Time for Financial Services to Change the Message

In Mintel’s Payments Marketing Trends 2016 thought piece we discuss the trend “Wallet Wellness” where we predicted that the “financial health” message would become central to the core value proposition when marketing payments (and banking products), not only to Millennials, but also to the millions of Americans who are struggling with their finances. Recent developments suggest…

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Paths to Topline Growth in the Face of ATM and Overdraft Fee Changes

Banks’ non-interest income lines are under severe pressure in the post-Durbin world, thanks largely to reductions in debit card interchange and changes to overdraft fee structures. Yet apparently the onslaught isn’t over – a recent report by CNN Money suggests that Bank of America, Wells Fargo and JPMorgan Chase earned a combined $6 billion in…

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Don’t Get Caught in a False Start When Cross-selling New Account Holders

The false start is a game changer, literally. The Olympics and World Championships are filled with stories of great athletes getting caught by the false start. It’s a cruel reality for someone that spent so much time training, but when athletes compete at that level, the expectations are high. One false start and the race…

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Illogical Conflict? How Does Investing in Acquisition Align with Share of Wallet Objectives?

An apparent dichotomy glares from the pages of Aite’s 2015 Bank and Credit Union Marketing Trends and Spends report: The surveyed financial institutions cite improving share of wallet as their top priority, yet acquisitions — not cross-selling — is the No. 1 category of spend. In the report, 55% of surveyed FIs tabbed improving share…

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New Research Shows Communication Vital to Switchers

Bank switchers represent both a risk and an opportunity for financial institutions. The risk is not only that your current account holders may decamp to another bank. You must also consider the risk that a switcher your FI snagged away from another will stagnate, never fully engage and end up costing your FI more money…

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