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Relationship Banking Made Simple

An effective framework for developing relationships and growing cross-sell revenues sets clear objectives for each stage of customer engagement with the bank. The vigorous pursuit of relationship banking strategies is not new to bankers. But in the current scramble for retail revenues, it often translates into a blizzard of cross-sell campaigns from various channel and product groups, many overlapping. This sales crush can be self-defeating, coming across to customers as repetitive if not somewhat random. Compounding the cross-sell confusion is the ongoing shift in consumer channel preferences, especially with web and mobile banking. A coordinated outreach is required if the ...

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