SELLEST OSAST
Great CX is not always about giving the customer more.
A refund, replacement or exception can completely change a customer's relationship with a brand. But when generosity becomes the default, CX teams risk making expensive decisions without enough context — while agents are left trying to work out the right answer ticket by ticket.
In this episode, Anya Kelly and Guillaume Luccisano are joined by Caroline ON Wilson, Director of CX at Carpe, to talk about the balance between customer care and business reality.
They discuss why maximum generosity is not always great CX, how leaders can identify the moments where an exception actually matters, and why agents should not have to reinvent the decision every time a difficult customer lands in the queue.
For Caroline, “clarity is kindness”. Clear boundaries around refunds, replacements and exceptions give agents the confidence to exercise judgement without constantly wondering whether their manager will back the decision.
The conversation also explores the limits of SOPs, how to coach teams through the grey areas of customer experience, and how AI could help agents create more distance from emotionally charged conversations.
A practical conversation about generosity, judgement and building a CX team that knows when to bend the rules - and when not to.
Chapters:
05:35 The Vent: Customers are mean
08:23 Finding the Goldilocks zone in CX
13:36 When should you go above and beyond?
16:39 Clarity is kindness: Stop reinventing every decision
22:08 You can't put a human into an SOP
26:14 How to route and track complex CX decisions
30:17 The 10% Fix: Have a dance party
35:00 Reading customer tone and sentiment
41:17 How AI creates emotional distance
45:35 Why CX leaders need to prove the ROI
Watch this episode on YouTube: https://youtu.be/jFeFY4Vo75Y?si=5j3xrGpZ-MTNKyRh
Subscribe to the podcast via email on our website, and get new episodes delivered directly to your inbox: https://yuma.ai/cx-after-hours
Follow the hosts:
Guillaume Luccisano: https://www.linkedin.com/in/guillaumeluccisano/
Anya Kelly: https://www.linkedin.com/in/anya-kelly/
Follow this episode’s guest, Caroline ON Wilson: https://www.linkedin.com/in/caroline-on-wilson/
CX After Hours is the podcast for CX leaders and operators in retail and ecommerce who are in the trenches scaling customer experience to drive real growth. Powered by Yuma AI, the show goes beyond polished talking points to explore the trade-offs, pressure, and decisions that shape whether customers come back, spend more, and stay loyal.
Learn more about Yuma AI: https://yuma.ai/
