Take this advice! The people that are actually suffering from the problems your business solves are (usually) not managers, CEO, or anyone at the top. It is the people in the middle or bottom. They are usually also so happy to have something that solves their problems, that they will act as an internal champion for you during the sales process.

It's cliche, but Art of the Start http://www.guykawasaki.com/the-art-of-the-start/ explains this tactic very well.