B2B Demand Generation | When a meeting’s not what you expected.

Traveled out to Boulder, Colorado last week to visit a software company, Rally Software Development, to discuss a very senior marketing role.

Very cool company and exciting. I was well prepared and, I believe, handled everything with aplomb. I was excited. Here was a chance to show my marketing chops. And based on my extensive research, they could really use the help of the Fearless Competitor. They are a great company with great people - but content marketing has major holes in it, it seems.

Two days later I got a surprising email. I was rejected. That happens - I can understand but the excuses were lame. Vague and poorly defined.

It seemed very odd at first - the meeting had gone so well. I was not overly surprised at being rejected - it happens - but lacking anything specific on the reasons behind the rejection. They did not even contact my references. It was if it was pre-planned. Then the proverbial light bulb went on.

There was no job

My “Interview” was a joke. It was pointless. As my good friend, Jim Burns of Avitage suggested, I was undoubtedly used to validate a decision to promote an in-house person. How am I so sure? I shared my theory with them. Though they have been very responsive, they did not reply. Their lack of denial confirms it.

A tip-off was looking at one of the in-house marketing person on Linkedin. I was supposed to meet with him, then the meeting was changed. He changed his title to exactly match the role I was there to discuss. It’s clear they promoted from within - perhaps even before I arrived.

What disappoints me is not that I didn’t get the job, it is the fact that the Company did not tell me the truth. Jim said “Why couldn’t they have told you that they liked you, but the in-house person was better known and trusted?”

That really bothers me. I pride myself on honesty and openness. But as Jim said, not everyone is as open and articulate as him and me.

Good luck, Rally. Happy to consult for you by the way. I still think we could make a big difference for you.

What do you think? Have something like this ever happened to you?

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“If more companies listened to (Find New Customers) a lot more would be sold.” Dan McDade, Pointclear.