Cross-selling financial services : a professional's guide to account development /
Warren, Clifton T.,
Cross-selling financial services : a professional's guide to account development / Clifton Warren. - First edition. - 1 online resource (xiv, 202 pages) - Finance and financial management collection, 2331-0057 . - Finance and financial management collection. .
Includes index.
Part I. Getting ready -- 1. What is cross-selling? -- 2. Realities of the market: turning it to your competitive advantage -- 3. Developing your strategic profile: understanding the dynamics shaping your business -- 4. Panning for gold: identifying opportunities in your client base -- Part II. Getting set -- 5. Building exit barriers: protecting your top clients -- 6. Converting your products and services into value-added solutions -- 7. Mastering best sales practices -- 8. Nurturing: what to do when clients are not ready to buy -- Part III. Launch -- 9. Overcoming roadblocks and hurdles -- 10. Getting everyone on board -- 11. Executing your cross-selling game plan -- 12. Making it work for you -- Appendix A. Cross-selling refresher list -- Appendix B. Why you need more than just revenue goals -- Appendix C. Glossary -- Appendix D. The Standard Industrial Classification (SIC) Code System -- Appendix E. Personal marketing plan checklist -- Appendix F. Personal marketing plan worksheet -- Appendix G. Sample strategic plan -- Appendix H. Client advisory board marketing guidelines -- About the author -- Index.
Access restricted to authorized users and institutions.
This book is about generating profitable revenue from existing clients, and converting part-time clients into 100 percent full-time clients. Professionals and firms that offer financial services want to enjoy continued organic growth, and maximize the value of their business. Retaining and developing existing clients is one of the challenges they encounter in the process. The financial services industry is currently facing several key challenges: increasing competition, industry consolidation, rapidly changing technology, a soft market (for rates, premiums, and fees), and an increasing number of regulatory requirements. All these factors make it difficult for firms to produce consistent, positive, organic growth. This book is a follow-up to my previous book The Financial Sales Handbook: A Professionals Guide to Becoming a Top Producer. Although this book is an extension of the first, readers can be confident in approaching it as a stand-alone book. Cross-Selling Financial Services: A Professional's Guide to Account Development is for experienced professionals and firms who want to protect their existing top clients and revenue, and maximize the longterm growth and profitability of their business. The book will also help professionals to sharpen their account development capabilities. It is designed to be the nucleus for corporate training programs, as well as a guide for self-employed professionals who must market and sell to stay in business.
Mode of access: World Wide Web.
System requirements: Adobe Acrobat reader.
9781631578489
Cross-selling financial services.
centers of influence clients cross-selling organic growth retention sales pipeline sales plans selling process selling target accounts targets of attention targets of opportunities
[genre]
Electronic books.
HG1616.M3
Cross-selling financial services : a professional's guide to account development / Clifton Warren. - First edition. - 1 online resource (xiv, 202 pages) - Finance and financial management collection, 2331-0057 . - Finance and financial management collection. .
Includes index.
Part I. Getting ready -- 1. What is cross-selling? -- 2. Realities of the market: turning it to your competitive advantage -- 3. Developing your strategic profile: understanding the dynamics shaping your business -- 4. Panning for gold: identifying opportunities in your client base -- Part II. Getting set -- 5. Building exit barriers: protecting your top clients -- 6. Converting your products and services into value-added solutions -- 7. Mastering best sales practices -- 8. Nurturing: what to do when clients are not ready to buy -- Part III. Launch -- 9. Overcoming roadblocks and hurdles -- 10. Getting everyone on board -- 11. Executing your cross-selling game plan -- 12. Making it work for you -- Appendix A. Cross-selling refresher list -- Appendix B. Why you need more than just revenue goals -- Appendix C. Glossary -- Appendix D. The Standard Industrial Classification (SIC) Code System -- Appendix E. Personal marketing plan checklist -- Appendix F. Personal marketing plan worksheet -- Appendix G. Sample strategic plan -- Appendix H. Client advisory board marketing guidelines -- About the author -- Index.
Access restricted to authorized users and institutions.
This book is about generating profitable revenue from existing clients, and converting part-time clients into 100 percent full-time clients. Professionals and firms that offer financial services want to enjoy continued organic growth, and maximize the value of their business. Retaining and developing existing clients is one of the challenges they encounter in the process. The financial services industry is currently facing several key challenges: increasing competition, industry consolidation, rapidly changing technology, a soft market (for rates, premiums, and fees), and an increasing number of regulatory requirements. All these factors make it difficult for firms to produce consistent, positive, organic growth. This book is a follow-up to my previous book The Financial Sales Handbook: A Professionals Guide to Becoming a Top Producer. Although this book is an extension of the first, readers can be confident in approaching it as a stand-alone book. Cross-Selling Financial Services: A Professional's Guide to Account Development is for experienced professionals and firms who want to protect their existing top clients and revenue, and maximize the longterm growth and profitability of their business. The book will also help professionals to sharpen their account development capabilities. It is designed to be the nucleus for corporate training programs, as well as a guide for self-employed professionals who must market and sell to stay in business.
Mode of access: World Wide Web.
System requirements: Adobe Acrobat reader.
9781631578489
Cross-selling financial services.
centers of influence clients cross-selling organic growth retention sales pipeline sales plans selling process selling target accounts targets of attention targets of opportunities
[genre]
Electronic books.
HG1616.M3