It sounds like part of the challenge is that the reps you have don't understand the buyers' journey. They don't understand how to do more than just offer features and benefits, hold for the demo, and then expect the prospect to want to buy after the demo.
It sounds like they get "happy ears" when they discover a surface pain but do not understand how to go beyond what is the pain to why is that pain important and how does that pain truly affect them.
Feel free to ping me offline and I am happy to share more. Don't worry, not trying to sell you anything. Just want to be supportive.
As for trusted 3rd party groups, yes, Vorsight is good as is insidesalesteam.com I know them both so happy to provide a direct intro if you like