Establish Credibility. Doing solid research shows you know the executive and the world he or she operates in. How you present yourself helps establish that you are worth an executive’s limited time. Credibility comes not just from know-how but from being respectful and professional – being on time, well prepared and properly dressed for the setting. To sell to a business executive you must be a business executive. Have an objective for the call and state it. Confirm the time allowed in case you have less time than originally planned; then immediately adjust the call to fit in that new time frame.