A value proposition audit can reveal why your company’s story isn’t resonating and how to make it magnetic to your best prospects.
Uncover messaging drift and realign your company's story with your strategy, your customers, and your growth goals.
Here’s a pattern I see with B2B companies at inflection points: the business evolves, but the messaging doesn’t. New capabilities get layered on. The customer base shifts. Leadership sets new goals. Meanwhile, the website, the pitch deck, and the sales team are still telling last year’s story. The disconnect is not dramatic. It’s subtle. It shows up as longer sales cycles, lower win rates, prospects who ghost after the first call, or a pipeline full of the wrong kinds of buyers.
The root cause? A value proposition that no longer reflects who you are, who you serve, or why it matters.
The good news: A value proposition audit can quickly surface the misalignments and provide a clear path to address them.
Why value propositions drift
Growth creates messaging drift almost by default. A company that started by solving one problem for one audience is now solving three problems for multiple segments. The original positioning that fueled early traction gets stretched, diluted, and eventually disconnected from the business strategy.
I’ve seen this play out with clients across industries. A technology company lands a major enterprise contract and suddenly realizes its messaging still speaks to mid-market buyers. A professional services firm expands its offering but continues to lead with a legacy capability that no longer differentiates. A manufacturer moves upmarket, but the brand still signals “budget option.”
The longer this drift goes unchecked, the harder it becomes to course correct, because teams start building campaigns, content, and sales enablement on a foundation that’s already misaligned.
A five-step value proposition audit
Here’s the framework I use with clients to diagnose and realign their positioning.
Step 1: Audit your current messaging ecosystem. Gather everything: website copy, sales decks, email sequences, proposals, social content, even how your team describes what you do in conversation. Map each piece against your current business strategy. Where are the contradictions? What’s outdated? What’s missing entirely? Most companies are surprised by how many versions of “what we do” are floating around internally, let alone what’s reaching prospects.
Step 2: Pressure-test your audience’s understanding. Revisit your customer profiles but go deeper than demographics. What has changed about how your best customers make decisions? What new pressures are they facing? What alternatives are they considering that didn’t exist two years ago? The most valuable insights here come from direct conversations with customers and prospects, not from internal assumptions alone. Surveys and win/loss interviews are gold.
Step 3: Identify the gaps. This is where the audit gets actionable. Compare what you’re saying with what your customers value. Look for three specific types of gaps: things you’re communicating that no longer matter to buyers, things that matter deeply to buyers that you’re not saying at all, and places where your message is technically accurate but emotionally flat. That third category is the most common and the most costly.
Step 4: Realign and test. Once you’ve mapped the gaps, rebuild your core messaging around what drives decisions for your best-fit prospects. But don’t roll it out everywhere at once. Test the repositioned narrative in controlled environments: a landing page, a targeted email campaign, a revised sales deck for a specific segment. Measure engagement, conversion rates, and qualitative feedback. Let the data tell you whether the new story lands.
Step 5: Iterate and institutionalize. A single audit is valuable. A recurring discipline is transformative. Build value proposition reviews into your quarterly planning rhythm. As your business strategy evolves, your messaging should evolve alongside it, not six months behind.
The Real Payoff
When your value proposition accurately reflects your strategy and resonates with the right buyers, everything downstream gets easier. Marketing campaigns perform better because they’re built on a foundation that connects. Sales cycles shorten because prospects recognize themselves in your story. And leadership can make investment decisions with confidence, knowing the brand is pulling in the right direction.
A value proposition audit isn’t a cosmetic exercise. It’s a strategic one. And for companies in the middle of growth or transformation, it might be the highest-leverage thing you can do this quarter.
Victoria Jones is the founder of Brand Anthem, a fractional CMO and marketing strategy firm serving mid-market, private-equity-backed, and founder-led B2B organizations. With more than 25 years of experience spanning technology and SaaS, healthcare and life sciences, industrial and manufacturing, professional and enterprise services, financial services, retail, hospitality, food service, education, government, and nonprofit sectors, Victoria brings strategic clarity, creative vision, and operational discipline to organizations navigating growth and transformation. She partners with leadership teams to modernize marketing, align brand and revenue strategy, and build scalable systems that translate insight into measurable business impact.