In preparation for 2023, Dave Yoho Associates conducted abundant research and surveyed our existing clients to drill down on current sales and marketing challenges that are impacting the industry. Here are several hard truths that we uncovered: 79% of Companies Have Trouble Following Up on Unsold Leads The word “trouble” is understandably very vague. Many […]

“Customer Satisfaction Selling” has been around for decades, but in uncertain times, its importance is greater than ever before. The concept traces back to a lengthy and ongoing study on thousands of customers to determine what their thoughts and feelings were when people attempted to sell them or convince them to do business. The study […]

The definition of successful marketing is: “Selling the right product or service – in the right markets – at the right time – in the right quantities – to the right customers – at the right price.” Likewise, the measure of a successful marketing plan is the amount of net business (ready for installation) which […]

To grow your business and become more efficient and profitable, it is critical to re-evaluate your corporate values to determine what needs modification, which employees share your vision, and how your culture matches your hiring strategy. As a business owner, you should strive to adopt a modern culture that incorporates the following elements: 1. Encourage […]

In 2022, most industry sales training programs are either too short, leading to immediate re-training or turnover, or too long, causing individuals to look elsewhere at jobs where they can earn more (and more quickly). To maximize the effectiveness and efficiency of your sales team, there are seven areas you need to focus on, including: […]

Due to the labor shortage, many industry companies tend to hire based on need, when they should instead focus on hiring the individual who is the best “fit.” Some are so desperate to hire, that they ignore warning signs and resume indicators such as the number of positions a candidate has held in the past […]

A frequent misstep we see when working with home improvement and remodeling companies is the process they undertake when confirming sales appointments. While it is critical to have a defined process in setting the appointment, it is equally important to follow up prior to the appointment to remind them of your upcoming visit and reinforce […]

To successfully grow your business, and become more efficient and profitable in 2022, it is critical to re-evaluate your corporate beliefs to determine what needs modification, which employees share your vision, and how your culture matches your hiring strategy. However, a generic plan will not cut it anymore. You need to move beyond simple statements […]

“Of all the words of voice or pen, the saddest are what might have been.” – John Greenleaf Whittier In many companies, after a thorough evaluation and several interviews, someone is hired to perform in a management or leadership role. Later, when the same individual leaves, voluntarily or otherwise, they excel in a similar or […]

This has been an excellent year for most companies in our industry. Despite that fact, the combination of increased leads and labor shortage has led many owners and executives to make decisions that are detrimental to their businesses including: Hiring sales personnel and installers that are not qualified effectively or do not value the position; […]