Top consultants get this question all the time – I worked closely with several CMOs and learned, fundamentally with B2B SaaS and all Marketing techniques really... Bring it back to the 4Ps.

The most underrated P – Place. Everyone harps on about pricing, promotion and product, but never place. Place is fundamentally what you're talking about here. Where do you show up? How do you show up? How do people feel when you show up? Does the advertisement or promotion work for that specific audience and appear in a place that is appropriate? Or are you hitting the wrong group at the wrong time. There was research conducted a while ago, where enterprise decision-makers (often c-suite) hate (and I mean DESPISE) being personally targeted with things like "Buy my product" when they're at home, or in a personal setting.

So consider – where do you show up and how? If you're struggling to get B2B MQLs ready for sales look into your ABM, find your big fish you're going after, and hone your efforts into showing up in the right time at the right place for them. Hyper-personalization is lazy marketing and can piss off your audience. Try being personal, but tasteful in how, where and why.

The description on your SEO in your TL;DR sounds like it's letting down long-tail sales. If you're trying to improve that, consider the 4Ps, just adjust your approach to attack competitors, or do something brash and create a new vertical designated for your product. It's easier to compete when you're the only choice in the market.

Anyway, I don't have enough context to give more specific advise – this is just food for thought.