About Shehan Wijetilaka

Shehan is an expert in marketing strategy and sales execution. His insights are backed up with over 25 years of demand creation experience in senior sales executive roles, including running a $100 million business line. He also has deep insights in developing new digital business models and is passionate about social media. Shehan has published many research papers and articles. He also speaks regularly at industry forums and conferences on topics such as Business Strategy, Value Creation, Centres of Influence, Demand Creation Strategies and Digital Disruption. Shehan has a B.Sc Honours Degree in Electronics Engineering and Physics from Loughborough University, United Kingdom. He has worked for IBM Corp, Telstra and Huthwaite.

Hunt for growth? The pivotal role that most influences sales results

For companies focused on growth, one of the biggest "perceived" opportunities is to make sales more productive through higher efficiencies. As a leader driving growth, this only provides a fraction of your potential revenue increase. Sales efficiency, if executed well, serves to get your Business Developers or Advisors in front of the correct client [...]

By | November 7th, 2019|Growth Planning, Step 4 - Growth Strategy, Step 9 - Tactics|

4 critical questions to kick-start your Social Media strategy

A decade ago, hardly anyone booked travel or did their banking online. In the rapidly emerging Digital world, this is the preferred method of doing business for an increasing number of existing and new clients. Conversion from a casual online inquiry to a closed sale remains low in an online world - typically around 3%. [...]

By | July 6th, 2019|Step 8 - Digital Strategy|

3 easy steps to improve your sales and strategy alignment

Are you missing opportunities that you simply did not see before it was too late? The failure to link strategic intent with sales actions, leads to wasting efforts on the wrong opportunities or moving too late into new markets. How do you get the best outcome from completing your AlignDiagnostic survey? Here are 3 steps to validate and improve your situation: Step 1: Review [...]

By | May 14th, 2019|Growth Planning|

4 Trends that Your Business Cannot Ignore

The continued fallout from the economic crisis has created uncertainty and undermined trust.  Clients react to this new uncertainty with different behaviours. As you develop your strategy for growth, here are four trends, you cannot afford to ignore: Clients are more demanding, Clients are more transactional, Clients will pay a premium, Smartphones are disrupting [...]

By | November 6th, 2018|Growth Planning, Step 8 - Digital Strategy|

Digital disruption: Why SMEs are breaking up with their accountants – and what you can do about it

I had coffee earlier this week with an old friend who’s the founder of a fast growing boutique PR company. She told me that she’d recently “broken up” with her accountant who she’d been with for about twelve years. She used that exact term “broken up”. For her, the relationship with her accountant was [...]

By | July 3rd, 2017|Growth Planning|

Why take control of your sales and strategy alignment?

Selling is your biggest expense. It can’t be upgraded nor expanded overnight. We also know that growth strategies fail because of poor execution. Your front line team (eg sales) is generally the key failure point. As you execute your growth strategy, it is vital to manage scarce sales resources. You can maximise success by concentrating [...]

By | June 14th, 2017|Growth Planning|

Sales Strategy: 7 bullets to dodge for your growth plan

Leaders must rethink how they source leads, manage pipelines, and harness their resources to grow their business more effectively. Rather than being overwhelmed, the best leaders have figured out how to overcome the complexity it takes to generate market growth. They have a Growth Plan" Planning on revenue growth is one of the most critical [...]

By | May 1st, 2017|Step 4 - Growth Strategy|

Competition: Why complacency is the real enemy

"We are so unique we don't face competition" stated the CEO to me. Is this correct? Can you really afford the complacency of believing you are better than the competition? What does such complacency lead to? Management guru, Tom Peters summed it like this: The principal reason, invariably, most successful companies rather quickly become [...]

By | April 27th, 2017|Step 7 - Competitive Analysis|

You can’t cost-cut your way to greatness: you need to grow revenues

At a time when business models age faster than the latest iPhone, focusing on operational efficiency alone is not enough to succeed. To grow your business, you need to build it from within (known as Organic Growth), or essentially buy it through mergers and acquisitions (known as Inorganic Growth). Either way, you need to stay [...]

By | February 3rd, 2017|Growth Planning, Step 4 - Growth Strategy|

How to label your client segments?

Typically, there are many groupings or segments to choose from when selecting your client segments. 2 key areas of focus are: 1. Rear-view Mirror: We suggest reviewing your current clients (based on revenue generated in recent years) and, 2. Frontal-view: We suggest looking ahead at your future growth areas, so you can pick a few client segments [...]

By | October 22nd, 2016|Step 3 - Client Segmentation|