Cross-Sell

Cross-selling techniques have been widely adopted in corporate and banking contexts. In banking, it is used to maximise revenue potential by selling multiple products to an existing customer, both in a retail and institutional client segments . In retail banking, it involves actively selling credit cards, insurance, mortgages, retail brokerage services, wealth management products and savings accounts to current account customers. In a corporate context, cross-selling is also known as selling ancillary services, where a corporate bank lender will try to cross-sell capital markets, corporate finance, derivatives/hedging, FX, cash management, trade finance and other services on the back of their lending relationship.