Hi Mate
I run a business where we sell into IT companies, mainly enterprise level companies. There is lots of stuff I could talk about but one tip would be tenacity always wins, every no is a path to a yes, open questions and SPIN! (google it)
I would really suggest you get your hands on the following, its superb and will add real value to your sale
http://www.amazon.com/SPIN-Selling-Fieldbook-Neil-Rackham/dp/0070522359/ref=pd_bxgy_b_img_b
Also learn about typical objections, make best friends with the best sales person on your team, listen to their calls.
Appointment making is an art and is as skilled as any other job which involved 121 interaction.