In the January 2015 Tip, we talked about warming up cold calls and we have thrown some examples out here to consider and try out.
Another way to do this is to leverage an upcoming meeting, whether it is a research meeting or a presentation. If you are going to the account for research, it's fairly easy to leverage that to get another meeting. It could sound like this, "Hello Jane, my name is Mike Jones with AZT. The reason I'm calling is this - I am coming to your office next week to meet with Matthias Schneider and given your role in Operations, your insights would be very valuable to me. Do you have 20 minutes or so to spend with me next Tuesday to confirm my understanding and build on it? What would be convenient for you?