Do you have a network of these individuals who would utlimately make the sale for you? If you have connections, you could offer demos or some type of product evaluation so you could get some success stories to help you leverage the product.

Whenever you pitch to these people, always remember, "what's in it for me" - me, being the account managers. Without the account managers clearly understanding the benefits, you'll never get them to sell for you.

I have some other ideas around strategy here if you would like to chat.