The Pavilion Podcast
The Pavilion Podcast

Episode · 3 months ago

Ep 249: Breaking Through as a Female Leader w/ Beth Berry (Throwback)

ABOUT THIS EPISODE

Breaking Through as a Female Leader w/ Beth Berry (Throwback)

Part of the "Is This A Good Time?" series hosted by Brandon Barton.

Hello everyone, and welcome back to the revenue collected podcasts. 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 fifteen minute conversation. Today our guest is Beth Berry. She's a VP of business development at real green systems and we talk about breaking through as a female leader. This episode was brought to you by Clary. Drift, drip, drip. That's the sound of revenue leaking from Your Business and it's your CEO is worst worst nightmare. Why? In tough economic times, every drop of revenue counts. Revenue leak represents money you've earned that is somehow slipping through the cracks. Luckily, our friends and Clary have a purpose built revenue platform designed to help you stop revenue leak and drive revenue precision through the framework of Revenue Liberation and governance. To learn more, visit CLARY DOT com. Slash thrive. Alright, great. I am so happy to have Beth Berry 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 club, it feels like, at least from the revenue collective side of things. Bet thank you for being here. We call it Silicorn Valley, Sam Silicorn Valley. I don't. I don't even. We might have to edit that out. The punt. I have like an aversion to puns. I know, I know, but it's a good one. I've I think I own that domain. Do you really? Yeah, Oh my God, sell that now. I'm into it 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 podcaster. Anyway, that Um, you know, we always start uh, you...

...know, start out right and get right into it. I'll meet no filler. Uh, speaking of the middle of the country. Give give us a sense of how you got to where you are in your career and 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's 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. Oh wait, 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 Scott's miracle growth. There are three billion dollar manufacturing company out of Marysville, Ohio, and we were making America beautiful, one lone at a time. My job was in the startup do it for you side. So service delivery interesting, wow, and and and so. And then how did you find this role? We were using a multitude of technologies and in fact the manufacturing side of Scott's a miracle grow was sap. Everything was s a p. So we bring S A P in for an eight point something million dollar time and materials engagement and said, you know, these are mobile service delivery. We've got ninety four locations across the United States. Help us do this s a p. At that time it would have been like two thousand five thing. 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 a little company called real green systems out of wild lake, Michigan, and it was a fantastic niche crm software that served the green industry. So it's a ninety billion dollar 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 as digital marketing solutions that were just unheard of. The ways in which we were acquiring customers with a look. We had a web form. Now this was big deal back in Uh thals and 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, and that's I just joined real green. I loved it so much. I love that. You know you're this. This theme has existed in my career. I worked for a long time in restaurants and UH and really loved the technology side of it and wanted to get involved in the tech and and you know. So it makes total sense to me. Now, just just for the listeners, real green systems. UH, there's a lot of a lot of talk about Um, uh, the greenish 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 few other misconceptions. So type of grass, which different type of grass, cannabis? And when we say Green Industry, some think that is environmentally sound too. We're talking about those folks that take care of your lawn and landscape. Yeah, I got it awesome and so Um, you know, I don't hope you can hear in the background he is shouting at the top of his loss. It's making me all the parents and hey, and why not for this moment? You are a mother as well, and so you've had your entire career in sales. Top, you know, top Sass woman in Sass UH. You know, you have been named a number of times, at least in the I remember that happened. Um, and all this while raising kids. I mean that's to you, like, come on, I I've been working from home since 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 nanny's 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 twenty three and I don't know how these parents are doing it. Bless up, if I had to be doing homeschooling work from home. I'm on zoom calls all day long and I have colleagues who are like Hey, for thirty minutes, I gotta 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 Um, even though that there's a lot of unlucky that comes along with that. But in this moment not having to really teach them, you know, uh, you know kind of subject matter, but I'm teaching them life lessons more than subjects that I had would have to dig into. So I'm totally so okay. So Jackson made it on the pod. Finally, screaming his lungs out, and and and at least we got a moment to recognize you as a mother. Well, you know, luck and hard work both kind of contribute to getting people where they are in their lives. Um, give me an example of either or or both? That that kind of Um, you know, uh, propelled your career forward. I've always worked in a male dominated industry, even before I entered technology. So the green industry is mail and leaders. Yeah, and I think anytime 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. You have to say, Hey, Hey, pick me, look,...

I can do this, I could. 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 both steed 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 you know, what would you say to to younger female Um leaders that we have listening and marketing and sales that that might Um, you know, wonder how do I also get a seat at the table? Obviously being an expert, but Um, you know, is there a tactic or something that Um goes along with that? I mean, you know, there's there's so much. It was probably much harder for you right than than maybe, uh, you know, folks coming out of school today. But what would be something that you with you as a skill? REVCO has terrific opportunities for me, females, but I would seek out female mentors and I occasionally 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. These this is how I presented my view and just nuanced communication, presentation, opportunities to participate, Um, at the level we're at, and my sharing that with others trying to find their way, if you will, in 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, Um, I love that. Um. 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 meeting uh, the more it is not just pushed down but brought up...

...and brought out into the open. So, Um, and and and, just in case people are listening, it sounds like you'd be okay. Hit you up on slack and the revenue and say hi and great. The other thing I would add, and you mentioned luck, I have followed female entrepreneurs that I really admire, Sarah Blakely from spanks. 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 deal set three times, couldn't get in and said, you know what, and you may not even know what spanks are, but your wife knows. Oh, of course I know it spanks. I heard, I mean I I heard the whole like how you built this right on it. 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 sixty products with her name on them. Now that might be a Stencil set which is twenty six 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 twenty other folks, uh, 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 at office depot and of course she went on to do that, but she said he said just drain every day with find a need and fill it, and I have. I have done that in the technology world. I love that. And sometimes there's there's some quote that I'll shortly...

...mess up, but it's uh, I think it was done. I think job said this. He's you know, he said your whole mindset will change when you realize that every single thing around you was created by someone. One of these was here everyone and somebody invented the computer, the light, the somebody did all of this. Yes, you can do something. I love that. I don't know. 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 are marketing tactic that you might suggest to to the audience that they could use, you know, tomorrow in the next deal that they're doing? You always identify the pain points of your audience. I don't like to my elevator pitch is not I sell software to the green industry. Identified the pain points and solve that problem. If there's not a problem, talk about how you're gonna 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 a waterway 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 Um. Tell me a position you're hiring for, if any. Enterprise Account Management, and these individuals would serve our top fifty clients. Love to have you...

...reach out to me. I love it. And who do you recommend for folks to follow? You know, content wise, I've followed Tim Ferris forever and I've been drinking from that well for a very long time. Kendall hines is an individual that has written service spot, really cool, cool technology. Lisa Fiori is creating marketplaces for niche industries. I like all of those folks. Okay, very cool. Love that. And Uh and, of course Um, as I've mentioned, I am a restaurant fanatic and 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 St almost steakhouse, but my favorite steakout house in the United States is blt in Washington D C, a favorite of the OBAMAS. I love that. Look at that. We'll get some presidential sightings at B L T and D C, but I want to go to St almo. I want to get out to Indian go to St Elmo. That's I 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 Beth Um. You know just an amazing sales and marketing leader and somebody who I've 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. Oh Man, that's great. Thank you so much, Beth. We'll talk toon. 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 and review and the apple podcasts, spotify APP send it to some of your friends and make sure to who hit the subscribe button.

This episode was brought to you by Clary, the only enterprise system that's purpose built to run revenue. CLARY's revenue platform helps identify and stop Revenue League so you can achieve revenue precision predictably and repeatedly. To learn more, visit CLARY C L A R I dot Com. I had a lot of fun today. I hope you did too. Now go crush your numbers.

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