Practical Sales Training™ > How to connect with your buyer > Market Insight
What is it?
Market insight is when you share what you are seeing in the marketplace from your own unique perspective. It is not about leaking confidential or insider information, it is about spotting patterns, trends, and shifts that others might not have noticed yet. You become the lens that helps clients see what is really going on, what is changing, what is working, and what is coming next. Good market insight makes your audience feel informed, prepared, and confident in your expertise.
How does it work?
Market insight works by connecting the dots. Because you are active in your space, you see things most people do not, such as repeated client challenges, new buying behaviours, or emerging opportunities. When you share those patterns, you demonstrate depth, experience, and awareness. It is not theory, it is grounded observation. The more you share relevant, timely insights, the more your audience trusts that you understand the real market, not just the textbook version of it.
This kind of insight is powerful because it shifts your position from supplier to strategic partner. You are not just selling something, you are interpreting the world around your clients and helping them navigate it.
How can you use it?
Use market insight in your content, sales calls, and client communications to show that you are tuned in to what is happening right now.
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Spot patterns early: “We are noticing more companies moving away from X and investing in Y.”
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Highlight changes in behaviour: “Clients are no longer asking for A, they are focused on B.”
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Show shifts in value: “What used to be a nice-to-have is now a must-have.”
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Explain what it means: “This trend matters because it will affect your pricing, pipeline, or positioning.”
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Connect it to action: “Here is how we are adapting our approach to stay ahead.”
The goal is not to predict the future, it is to show awareness of the present. Market insight says, “We see what is happening, and we are helping you respond to it.” It builds credibility, authority, and trust because it proves you are out there in the market, not just watching from the sidelines.
Example
In my previous sales role I often shared observations and patterns (which were freely available information) with my clients to help them improve their sales and operations.
See also
