| 000 | 04807nam a2200625 i 4500 | ||
|---|---|---|---|
| 001 | 9781631578489 | ||
| 003 | BEP | ||
| 005 | 20241023114857.0 | ||
| 006 | m eo d | ||
| 007 | cr cn |||m|||a | ||
| 008 | 171216s2018 nyu foa 001 0 eng d | ||
| 020 |
_a9781631578489 _qe-book |
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| 035 | _a(OCoLC)1019128896 | ||
| 035 | _a(CaBNVSL)swl00408042 | ||
| 040 |
_aCaBNVSL _beng _erda _cCaBNVSL _dCaBNVSL |
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| 050 | 4 | _aHG1616.M3 | |
| 100 | 1 |
_aWarren, Clifton T., _eauthor. |
|
| 245 | 1 | 0 |
_aCross-selling financial services : _ba professional's guide to account development / _cClifton Warren. |
| 250 | _aFirst edition. | ||
| 264 | 1 |
_aNew York, New York (222 East 46th Street, New York, NY 10017) : _bBusiness Expert Press, _c[(c)2018.] |
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| 300 | _a1 online resource (xiv, 202 pages) | ||
| 336 |
_atext _btxt _2rdacontent |
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| 337 |
_acomputer _bc _2rdamedia |
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| 338 |
_aonline resource _bcr _2rdacarrier |
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| 347 |
_adata file _2rda |
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| 490 | 1 |
_aFinance and financial management collection, _x2331-0057 |
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| 500 | _aIncludes index. | ||
| 505 | 0 |
_aPart I. Getting ready -- _t1. What is cross-selling? -- _t2. Realities of the market: turning it to your competitive advantage -- _t3. Developing your strategic profile: understanding the dynamics shaping your business -- _t4. Panning for gold: identifying opportunities in your client base -- _tPart II. Getting set -- _t5. Building exit barriers: protecting your top clients -- _t6. Converting your products and services into value-added solutions -- _t7. Mastering best sales practices -- _t8. Nurturing: what to do when clients are not ready to buy -- _tPart III. Launch -- _t9. Overcoming roadblocks and hurdles -- _t10. Getting everyone on board -- _t11. Executing your cross-selling game plan -- _t12. Making it work for you -- _tAppendix A. Cross-selling refresher list -- _tAppendix B. Why you need more than just revenue goals -- _tAppendix C. Glossary -- _tAppendix D. The Standard Industrial Classification (SIC) Code System -- _tAppendix E. Personal marketing plan checklist -- _tAppendix F. Personal marketing plan worksheet -- _tAppendix G. Sample strategic plan -- _tAppendix H. Client advisory board marketing guidelines -- _tAbout the author -- _tIndex. |
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| 506 | _aAccess restricted to authorized users and institutions. | ||
| 520 | 3 | _aThis 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. | |
| 530 |
_a2 _ub |
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| 530 | _aAlso available in printing. | ||
| 538 | _aMode of access: World Wide Web. | ||
| 538 | _aSystem requirements: Adobe Acrobat reader. | ||
| 588 | _aTitle from PDF title page (viewed on December 16, 2017). | ||
| 650 | 0 | _aCross-selling financial services. | |
| 653 | _acenters of influence | ||
| 653 | _aclients | ||
| 653 | _across-selling | ||
| 653 | _aorganic growth | ||
| 653 | _aretention | ||
| 653 | _asales pipeline | ||
| 653 | _asales plans | ||
| 653 | _aselling process | ||
| 653 | _aselling | ||
| 653 | _atarget accounts | ||
| 653 | _atargets of attention | ||
| 653 | _atargets of opportunities | ||
| 655 | 0 | _a[genre] | |
| 655 | 0 | _aElectronic books. | |
| 776 | 0 | 8 |
_iPrint version: _z9781631578472 |
| 830 | 0 |
_aFinance and financial management collection. _x2331-0057 |
|
| 856 | 4 | 0 | _uhttps://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000667.html |
| 942 |
_2lcc _bCIU _cOB _eBEP _QOL _zBEP9781631578489 |
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| 999 |
_c73572 _d73572 |
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| 902 |
_c1 _dCynthia Snell |
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