Best Practice (Good)
Book first meetings for 30 minutes or less and start with a pitch followed by a conversation. Genuinely try to get to know the sales lead during this first meeting, but most importantly, try to identify the key player at this company -- the person who will make the final decision on whether or not to buy the product/service.
Typical Practice (Bad)
Book a first meeting for an hour or more and use that time for a product demo to educate the prospect, in detail, on your products or services.
Benefits: Increases engagement and lays the foundation for an actual relationship with a sales lead, as well as ensures the Sales representative is focusing energy on connecting with the right individual needed to make the sale. Demos are easy to shrug off and are often despised by sales prospects. If they want to learn about your product they can go to your website.