The Pavilion Podcast
The Pavilion Podcast

Episode · 1 year ago

Ep 59: Breaking Through as a Female Leader w/ Beth Berry


Breaking Through as a Female Leader w/ Beth Berry

Part of the "Is This a Good Time" Series hosted by Brandon Barton.

Hello, everyone. And welcome back to the revenue collected podcast. I am your host, Brandon Barton and you are listening to Is this a good time? The show where I asked revenue collected members some really basic questions, and they have incredible answers in a short 15 minute conversation. We are coming to you on Tuesdays and Thursdays each week. So please hit the subscribe button. It actually means something to me. If you love watching, listening to the content go ahead and hit it just can really help out the show in the channel. In general today, our guest is Beth very. She's a VP of business development at Real Green Systems, and we talk about breaking through as a female leader. But before we get into the questions, I want to tell you a little bit about this one. Sponsor six cents, six cents. The number one encounter engagement platform helps you to identify accounts that are in market for your solution. Prioritize efforts, engage buyers the right way with highly relevant messaging and measure what actually matters with the six cents platform, you're able to get into more deals, improve win rates, increase overall pipeline and optimized budget spent. To learn more. Visit six cents dot com slash revenue. Collective. All right, let's do this. Episode 16 Is this a good time? All right, Great. I am so happy to have Beth Barry here with us. She is the vice president of growth and alliances for real Green Systems out of Indianapolis, which is somewhat of like a growing tech cub, it feels like, at least from the revenue collective side of things. Thank you for being here. We call it Cilic. Orne Valley. Sam Corn Valley. I don't I don't I We might have to edit that out. I have, like, an aversion to ponds. I know, I know, but it's a good one. I think I own that domain. Do you really? Oh, my God, sell that. Now I'm into now all of a sudden it's a cool idea, isn't it? Now that you own it, that's great. I mean, it's certainly valuable to...

...somebody, even if even if it's not my humor, you know, who am I? Just some lowly podcast, anyway, that you know, we always start, get right into it. I'll meet no filler. Speaking of the middle of the country, give us a sense of how you got to where you are in your career and kind of the steps that you took to get there. Well, thank you for having me today, Brandon. I don't know if anyone has told you this, but you have a fantastic voice. I didn't know if I had a good voice or not before quarantine. I hate my voice because now I have to listen to it recorded all the time. But you should get a job doing podcasting away. You did so where I got to where I am today in technology. I started out in the service industry. I was the director of customer service for Scotts Miracle Gro. There are $3 billion manufacturing company out of Marysville, Ohio, and we were making America beautiful one line at a time. My job was in the startup. Do it for you side. So service delivery. Interesting. And then how did you find this role? We were using a multitude of technologies, and in fact, the manufacturing side of Scotts Miracle Gro was s a p. Everything was s a p. So we bring s a p n for an eight point something million dollar time and materials engagement and said, You know, these are mobile service delivery. We've got 94 locations across the United States. Help us do This s a P. At that time, it would have been like 2000 and five. They weren't really doing service delivery CRM at the time. They said, Yeah, we can't do it And at the same time, we were working with little company called Real Green Systems out of Walled Lake Michigan, and it was a fantastic niche CRM software that served the green industry. So it's a $90 billion industry, Brandon, which it's been great, especially...

...during covid. It's very essential, and they were providing a software solutions. So along with that, a company called Exact Target out of Indianapolis, Scott Dorsey and his crew were providing US digital marketing solutions that were just unheard of the ways in which we were acquiring customers with we had a Web form. This was big deal. Back in, uh, 1000, we had the Web form on the website, but I was watching these digital technologies work in conjunction with our CRM and the way in which we were transforming an entire industry. I said, You know what? I want to be at the crossroads of technology and service. That's I just joined Real cream. I loved it so much. I love that. You know, this theme has existed in my career. I worked for a long time in restaurants, and, uh, I really love the technology side of it and wanted to get involved in the attack. And so it makes total sense to me now just for the listeners. Real Green Systems There's a lot of a lot of talk about the greenest industry in terms of the cannabis industry. What does green mean in this sense? Just so people aren't confused, lawn and landscape. There's a few other misconceptions. So different type of grass, different type of grass. Cannabis when we say green industry something that is environmentally sound too. We're talking about those folks that take care of your lawn and landscape. Yeah, got it. Awesome. And so you know no. Begin here. Right in the background. He is shouting at the top of Islam. It's making all the parents and hey and why? Why not? For this moment, you are a mother as well, until you've had your entire career in sales. Top top sassy woman in SAS, uh, have been named a number of times, at least in the 2020. I remember that happened. And all this while raising kids. I did talk to you like, Come on. I've been working from home since 1991...

...and I recall having conference calls in my closet behind the clothes with a do not disturb sign for the kids. You know, don't come in here. Even though I had nannies in the house, it was still learning how to juggle it all because my kids would think, Oh, Mom, So we could go in there. And so it took a little bit of training. But my baby now is 23 and I don't know how these parents are doing it. Bless up if I had to be doing home schooling work from home. I'm on zoom calls all day long, and I have colleagues who are like, Hey, for 30 minutes, I got to go do sixth grade math and I'll be right back. That is quite a feat. Yeah, I I feel lucky that my kids are both under the age of three. Even though. There's a lot of unlucky that comes along with that. But in this moment not having to really teach them kind of subject matter, I'm teaching them life lessons more than subjects that I would have to dig into. So I'm totally so okay, So Jackson made it on the pod, finally screaming his lungs out. And at least we got a moment to recognize you as mother, you know, luck and hard work. Both kind of contribute to getting people where they are in their lives. Give me an example of either or both, that that kind of propelled your career forward. I've always worked in a male dominated industry even before I entered technology. So the green industry is 95% male and leadership, and I think any time you're in that situation, but it makes you successful, no matter where you're at, you've got to get a seat at the table, right? You've got to get a seat at the leadership table. And the way to do that, I found, was to be so good they can't ignore you. We were acquired a couple of times, and if you've ever been on the receiving end of an acquisition. Brandon, you are scurrying to keep your seat right. So you have to say, Hey, pick me. Look, I can do this. Let me showcase my skills...

...for you. But I think as a female in a male dominated industry, I was constantly feeling like I've got to showcase my skills. I'm going to be so good. They can't ignore me to quote Martin. And the way you do that is to become a resident expert and not just that field, but the industry we serve. So not just technology, but the green industry. Okay, I like that. And what would you say to younger female leaders that we have listening and marketing and sales that that might wonder, How do I also get a seat at the table? Obviously being an expert. But is there a tactic or something that goes along with that? I mean, there's so much It was probably much harder for you. Right then. Maybe, you know, folks coming out of school today, But what would be something that you carried with you as a skill? Refco has terrific opportunities for me females, but I would seek out female mentors, and I actually have folks reach out to me and it's an honor, quite frankly. And they will call me and say Okay, this is what happened today. A decision was made. I attended the meeting. This is how I presented my view and just nuanced communication presentation opportunities to participate at the level we're at in my sharing that with others trying to find their way, if you will. And technology has been, I think very valuable to those I've mentored. What if you are wanting a place? Look for those mentors. Yeah, I love that. It's something that I've learned from my wife in that the folks where she can kind of talk and have these, you know, essentially private conversations about what it feels like to be in certain situations and meetings, the more it is not just pushed down, but brought up and brought out into the open. So and just in case people are listening, it sounds like you'd be OK, hit you up on Slack and the revenue collection and say hi and great. I love that. The...

...other thing, I would add and you mentioned luck. I have followed female entrepreneurs that I really admire Sara Blakely from Spanx. She's phenomenal. You can just go back and read everything about Sarah and how she became very successful. She could not get into law school. She tried to take the LSAT three times, couldn't get in and said, You know what? And you may not even know what Spanx are, but your wife knows. Oh, of course I know what Spanx I heard. I mean, I heard the whole, like how you built this, right? Uh, how she's phenomenal. And then Martha Stewart, I had the luck and good fortune to spend an afternoon with Martha Stewart and talk about an entrepreneur way before her time. She's in her late seventies now, and the way she built that business she talked to us about at that time, she had 60,000 products with her name on them. Now that might be a stencil set, which is 26 letters at Michael's. But she had touched every single one of those items and blessed them before they went to market. And my question to her was, How do you come up with the next product? And she said, From the day I wrote my first cookbook, you find a need and fill it no matter what industry you're in. And we were in this room with about 20 other folks at these long tables, and she goes this office furniture in here. This office furniture was designed by a man. It's terrible, and I am going to launch office furniture and Office Depot. And of course, she went on to do that. But she said, He said, Just frame every day with find a need and fill it and I have I have done that in the technology world. I love that. Sometimes there's some quote that I'll surely mess up, but it's, uh I think it was done. I think Jobs said this, you know, he said, Your whole mindset will change when you realize that every single thing around you was created by someone. None of this was here.

Everyone, somebody invented the computer, the light, the somebody did all of this. You can do something. I love that. So we always ask, besides this wonderful kind of skill that you mentioned for maybe some of the folks that are listening, who are female and what about a sales or marketing tactic that you might suggest to to the audience that they could use, you know, tomorrow and the next deal that they're doing. You always identify the pain points of your audience. My elevator pitch is not. I sell software to the green industry, identify the pain points and solve that problem. If there's not a problem, talk about how you're going to optimize it. So, for instance, in the green industry, increasingly over the last few years, there's more regulatory compliance at the government level. And so as good stewards of the economy and the software company that supports this industry. We want to be sure that technicians who are out servicing lawns don't get within 40 ft of water way because we do not want pesticides to make it into the waterway. Our new technologies using mobile will allow you to identify when you're getting close to those waterways. We're solving problems. We're going to grow your business. We have integrated closed loop marketing solutions, but always talk to the target and solve the problem. All right, I like that. Great. We're in the lightning round portion of the podcast in which we ask questions and we go slightly faster. Don't rush tell me a position you're hiring for if any enterprise account management and these individuals would serve our top 50 clients, I'd love to have you reach out to me. I love it. And who do you recommend for folks to follow? Content wise, I followed Tim Ferriss forever. And I've been drinking from that well for a very long time. Kindle Hines is an individual that has written service... Really cool technology. Lisa Fiore is creating marketplaces, furniture, industries. I like all of those folks. Okay, Very cool. Love that. And of course, as I mentioned, I am a restaurant fanatic and I need to know what's a good secret spot doesn't need to be secret. Could be just your favorite spot. Where should we go eat? If you're in Indianapolis, you have to go to saying almost steakhouse. But my favorite stakeout house in the United States is BLT in Washington D. C. A favorite of the Obama's. I love that. Look at that. We'll get some presidential sightings at BLT in D. C. But I want to go to ST Elmo. I want to get out to India and go to ST Elmo. That sounds like love it. Well, look, it is amazing to have you. Thank you so much for being here. I really you know, I'm so interested to see if this can actually get some folks to reach out to you. And I hope that you do if you if you're listening to reach out to Bath. Just an amazing sales and marketing leader and somebody who I really enjoyed our conversation today. Brandon, thank you so much for inviting me here today. You mentioned Steve Jobs. My favorite quote of his at his Stanford commencement speech was you connect your life by looking in the rear view mirror all of those seemingly unimportant events and people culminate in moments like this. So thank you for being part of that journey, man. That's great. Thank you so much, Beth. We'll talk to thank you so much. Bye bye. All right. That's our show. Thank you so much for listening. If you love the show, please rate review in the apple, podcasts are spotted by APP. Send it to some of your friends and make sure to hit the subscribe button. A reminder This episode was brought to you by six cents. Powered by AI and Predictive Analytics. Six cents helps you to unite your entire revenue team with a shared set of data to achieve predictable revenue growth. I had a lot of fun today. Hope you did too. Now will crush your numbers. Say something? Mm hmm.

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