How do you know when you're using too much data in your customer conversations? When do you pull back and share more qualitative information?
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Every situation is different; the level of client sophistication but also the level of buyer sophistication matters. The other variable to understand is what the data will be used for (i.e. to make a decision, to inform others, to convince their boss, etc...).
The ability to understand this quickly is very important so that you can have successful client meetings based on customized content that will meet them where they are at, become an asset for them to get buy-in/support, and also serve its objective so you get what you need...
This really depends on who you are talking to and the purpose of the meeting. Some buying influences will need the data. In most cases, we need to be asking thoughtful questions and looking for how we can add value. Then when giving the solution, you can share data where appropriate.
When their eyes start glossing over, you've used too much. Understanding the buyer you are speaking with is critical. What do they need to know to make a decision? Provide that, when you have answered that, you can ask what else would help them. That data is only relevant if they want to know it.