Cross-Selling is a Snap With the Right Technology

Bank Technology News,  October, 2002  by Karen Krebsbach

Tags: product offering, Snap

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Banks have become almost obsessed with cross-selling, implementing a truckload of product offerings and spending billions on technology in the race to nab a bigger chunk of their customers' wallets. In the scramble to offer cross-selling solutions, two key products are emerging from the pack: Cross-Sell Hub by Lexington-based MarketSoft and Cross-Sell Advantage by Hingham-based Truebridge Financial Marketing, both of which can carry the bank's private label.

Cross-Sell Hub, a new product now being used by FleetBoston, automatically coordinates sales opportunities across product lines, sales forces, lines of business, agents, brokers and resellers. These prospects are communicated to the bank rep via the Internet, direct mail or a live channel; Cross-Sell then tracks the prospects through closure. "This system links marketing with sales," says Mike Kozub, chief marketing officer.

Ann Christensen, a former evp with FleetBank's retail group and now a ...