issue getting access to EB
My team is selling ERP to SMB clients. A common issue we are facing is getting access to EBs.
We must do a demo to build credibility with our potential champions to get access. Sometimes this is not enough, and we are still stuck. In this situation, I have tried executive alignments, or I have pushed reps to bypass them, but this can be counterproductive.
What are some techniques or tricks you have used to get access to an EB when you don't have a strong champion? Or is the point moot, no champion, no deal?