I have been working with the sales cycle since 1995 and I have seen many evolution of sales cold calling. My presentation talks about my experience and provides suggestions on how to improve the overall client and prospect relationship management.

1. Best Practices for Cold Calling
Paul Young CPA CGA
Senior Market Thought Leader – Data
and AI
November 17th

2. Paul Young CPA CGA Bio
• Subject Matter Expert – Close, Consolidate and Reporting Cycle
• Subject Matter Expert – Public Governance and Reporting
• Subject Matter Expert – Environmental, Social, and Governance (ESG) Policy Development and Reporting
• Subject Matter Expert – Data Integration and Data Management
• Subject Matter Expert – Financial Planning and Analysis (FPA)
• Subject Matter Expert – Customer Success Management (Data, AI, Platform, and Security
• Subject Matter Expert – Risk and Compliance (Emergency, Risk, and Crisis Planning and Reporting)
• Senior Matter Expert – Integrated Planning and Reporting
• Subject Matter Expert – Profitability Modelling and Supply Chain Management
Work Experience
• IBM- Various positions (December 2006 to March 2023)
• Deloitte Inc- Senior Consultant – Data and AI (June 2005 to November 20006)
• Transforce (formerly Dynamex) – Financial Analyst – August 2002 to June 2005)
• Linde (formerly Praxair) – Senior Accountant and Financial Analyst (January 1995 to November 2001
• Diamant Boart – Junior Accountant / Costing Clerk (July 1991 to December 1994)
Skills:
Data and AI (Cognos Controller, Planning Analytics (TM1), Cognos Analytics, OpenPages, Cloudpak for Data, Envisi, and WatsonX
Modeling: Microsoft Excel
Key engagements:
Graphic Packaging, KLA, Mark Anthony, Werner, Irving Oil, Algoma Central Marine, Carhartt, AECOM, Dole Fresh Vegetables Ancestry.com, Golden Enterprises, Apria Healthcare,
Century Communities, K Hovnanian Homes, Snap on Credit, Jones Lang Lasalle (JLL), A.W. Chesterton, and many others.
Strong Partner Relationships:
QueBit, eCapital, Revelwood, Intito, Cortell, Breakaway, Cubewise, 1Direction, Aramar , Converge Technology, BMA Group, Cortell Solutiosns, and many others
Email:
Paul_Young_CPA@outlook.com

3. Agenda
• What is Cold Calling

4. What is Cold Calling?
It usually involves making unsolicited phone calls to individuals or companies to introduce your products or services
and generate leads. Cold calling can also include email outreach or in-person visits, but phone calls remain the most
common approach.

5. Cold Call Diagram

6. What are the Challenges with Cold Calling

7. Key to Manage Cold Accounts
• Review all customer information for accuracy (Zoomnfo, Linked in, and other sites)
• Review all notes as part of the account review
• Invite prospects to what is new sessions or other meet and greet events
• Establishing relationship with business partners as part of the cold calling process.
• Leveraging tech events or client advocacy groups to invite prospects and clients
• Follow prospects on linked in including commenting on their linked in posts.
• Google client by name to come up with employees and skills sets. The skill sets will also allow you to assess what
technology that is driving data, AI, security, and other areas

8. Links
• Customer Success-
https://medium.com/@paulyoung_81567/how-customer-success-management-can-drive-busine
ss-growth-for-your-organization-07b58f2f0d78
• What is next for FPA-
https://www.linkedin.com/posts/paul-young-055632b_corporate-tax-reportingpptx-activity-7391
448429392093184-8Mmw?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAI
M-MEBMhXe8PGMy-h3IU-iZ-TrhrQzMeM
https://www.linkedin.com/pulse/working-datarails-microsoft-add-ins-paul-young-kmxkc
• Integrated Business Planning-
https://www.linkedin.com/posts/paul-young-055632b_why-do-you-need-a-financial-model-credi
ts-activity-7343963143372513280-2Fch?utm_source=share&utm_medium=member_desktop&r
cm=ACoAAAIM-MEBMhXe8PGMy-h3IU-iZ-TrhrQz
• FPA-
https://www.linkedin.com/posts/paul-young-055632b_cfo-fpa-finance-activity-73723042852813
49632-fT-D?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAIM-MEBMhXe8P
GMy-h3IU-iZ-TrhrQzMeM
• 2023-
https://www.slideshare.net/slideshow/how-to-streamline-the-close-consolidate-and-reporting-cy

9. Paul Young CPA CGA
Paul_Young_CGA@outlook.com