Emilia D'Anzica, VP of Customer Engagement at WalkMe, has returned to Helping Sells Radio to talk about what to do when customers want to take an approach that customer success managers know will not lead to success, and how to educate customers on why they should take a different approach. In other words, Emilia wants CSMs to lead customers to success.
In this episode of Helping Sells Radio, Chris Doell, VP of Customer Success for the cloud security division of Cisco, talks about the importance of evaluating software vendors on four post-sales criteria in addition to price, features, benefits, and product fit, which most software buyers already focus on. Doell says these four criteria are hardly ever in RFPs that he receives from buyers, but you can bet they are in all of the RFPs that he sends to vendors. We dive into these four criteria with Doell to help you improve how you evaluate software companies.