Follow your process. Outline the objective of the call (and what’s in it for them), as well as the likely next step at the top of the call (not after).
Have a structure in mind, know what questions you’re trying to answer, ask good questions. And listen.
While they should be getting to know you and how your offering might help them on the call, it’s also for you to understand:
Who the decision maker is
What their timeline looks like
Is there enough desire to change
What happens if nothing changes
Their typical purchasing process if a larger org / bigger expense on their end
Focus more on them than you
End the call with next steps on the calendar - book a meeting from a meeting