Authors: Wei Ke, David Chung, and Matthew Jackson

Gone are the days of ‘pushing’ banking products. With more data insights and new digital channels, the sales process needs to be personalized. Banks and credit unions should use digital tools to assist customers with their financial needs. This industry specific example provides valuable cautionary advice and best-practices that can be applied by pricers utilizing cross-selling techniques in multiple fields. Wei Ke is a Managing Partner, David Chung is a Director, and Matthew Jackson is a Director at Simon-Kucher & Partners. They can be reached via www.simon-kucher.com.

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