Cross-Selling And Upselling In Financial Services

In financial services, cross-sell and upsell programs are typically coordinated with corresponding geographic or business unit sales teams, and marketing’s involvement is limited. Cross-sell and upsell program success requires a service-level agreement (SLA) that establishes the complementary roles of sales and marketing. Although financial services firms typically have significant cross-sell and upsell opportunities for marketing, marketing’s participation is not always welcomed by sales organizations. This report demonstrates effective, measurable cross-sell and upsell programs to persuade sales managers of the proper role marketing should play in developing and implementing these activities.