Building Commercial Teams That Actually Move the Needle

Across Asia Pacific, sales leaders share a similar story. Deals stall unexpectedly. Pipelines look full, but conversions stay flat. Teams rely on a handful of high performers while everyone else struggles with confidence, consistency or the basics of a commercial conversation. At the same time, customer expectations have shifted, and AI has entered every corner of the sales process.

This is the world Matt Conoulty has spent his career helping organisations navigate. He is a commercial capability specialist with more than 20 years of experience across B2B sales, consulting and behavioural change. His work sits at the intersection of human skills, commercial strategy and scalable systems.

A Perspective Shaped by Real Experience

It’s not uncommon for a typical B2B deal to involve more than 12 stakeholders and an average buying journey of 12-18 months for complex B2B deals (13 months according to Gartner & Sense). Buyers are well-researched, risk-averse, and often prefer a rep-free experience. Sellers get less time, less access and less influence.

Teams are under pressure to sell in a world that has fundamentally changed. Yet most organisations still rely on outdated methodologies, inconsistent sales motions or frameworks that are applied unevenly across teams.

A Modular System That Meets Teams Where They Are

Matt’s framework brings clarity to the reality inside most sales teams: a mix of new hires, rising performers, mid-career sellers, veterans and specialists.

Sales and AI: A Practical and Realistic Approach

AI is reshaping prospecting, reporting, meeting preparation and opportunity management. But AI does not fix underlying sales issues. Matt believes that if a team has a weak sales strategy, AI will only amplify it.

What Clients See When They Work With Matt

Matt’s work consistently delivers measurable gains in capability, confidence and commercial performance. His experience includes industry associations, airlines and large-scale organisations where he rebuilt sales motions, improved engagement and helped teams regain momentum in challenging markets.

How Matt Adds Value Inside the Skills U Ecosystem

Matt strengthens three core pillars of Skills U:

1. 1. Commercial Capability

   He brings deep B2B experience into topics where budgets remain strong:

   • Sales growth
   • Business development
   • Customer success with revenue KPIs
   • Deal velocity
   • Practical coaching for new commercial leaders
2. 2. Human Skills That Drive Business Impact

   He integrates communication, adaptability, stakeholder management and behavioural change into commercial outcomes. These are exactly the human skills highlighted as critical for the future of work.

3. 3. AI Readiness for Sales Teams

   His sales methodology fits naturally with our AI courses, allowing Skills U to deliver the combined capability organisations are asking for: stronger strategy + AI-enabled execution

Partnership With Skills U

• Sales teams with deals stuck in the middle of the funnel
• Customer success teams now responsible for renewals or upsell
• Organisations without a consistent sales language or process
• New commercial leaders needing credibility quickly

How Matt Adds Value Inside the Skills U Ecosystem

As a member of Skills U’s expert panel, Matt contributes to our commercial capability portfolio, supporting organisations that want stronger sales performance and more consistent deal execution. His frameworks complement our broader suite of expert-led programs, giving leaders a clear path to building sales teams that are adaptable, commercially confident and ready for an AI-driven market.

If you are exploring ways to develop your commercial organisation or elevate sales capability across teams, reach out to discuss how Skills U and Matt can partner with you.