Prepare yourself before you make a call:

• Understand the company's business
• Update yourself on the Company's recent news
• Research on their IT landscape
• Make sure that you are aware about the contact's full name
• Contact's Responsibility areas
• Elevator pitch for that particular contact
• Right Service offerings aligning with his role
• Customer References
• Never ask him whether it is good time to speak.
• Don't push for a meeting
• Make a conversation not a sale