3 Ways Data Drives Revenue & How to Measure It with Evan Nelson

The Jake Dunlap Show

Reporting is retrospective. Data is proactive. There’s only so much we can gain by analyzing a report, but taking a holistic view on all the data available can be the difference between a struggling business and a thriving one.

Some of the insights your business desperately needs might already be buried in your data, assuming you’re willing to look closely enough. And now with AI, this process is becoming much faster and smoother. So there’s no excuse not to embrace a data strategy.

In today’s episode, we are joined by Evan Nelson, VP of Customer Experience at Cognism, to explore the impact of data on revenue, actionable ways to measure it, and three ways data can drive sales and improve decision-making.

Timestamps:

00:00 Intro

01:20 Evan’s Background

03:58 Data and Reporting in 2024

06:39 How Data Drives Revenue

09:33 Win/Loss Analysis

14:34 Segmentation & Territories

17:01 Churn Analysis

21:47 AI and Data

25:22 Outro

Quotes:

“There is no professional that improves their performance by winging it and not knowing the data.”

“For a lot of folks, data isn't important until it might be too late.“

“The second you start to understand your customer base and how you're going to market, it becomes game-changing. You can actually build out teams that are so much more efficient.”

“It's not just about where am I winning, or where am I losing. It's about what are the common traits of those.”

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

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Follow Evan:

Linkedin: https://www.linkedin.com/in/evan-nelson-4326683b/

Website: https://www.cognism.com/

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com