Airgas
By systemizing how their teams execute sales, Airgas doubled customer meetings, increased contract signings by 50%, and dramatically improved pipeline clarity and forecast accuracy.
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Intro
Airgas, an Air Liquide company, is one of the largest suppliers of industrial, medical, and specialty gases in the United States.The company manufactures and distributes products ranging from welding gases like argon to medical gases like oxygen and nitrous oxide. Airgas also supplies safety equipment, welding supplies, and other industrial hard goods to more than one million customers through 1,400 locations,18,000 employees, 3,500 sellers and nearly500 sales leaders, from District Managers toVice Presidents.
With a large, distributed sales organization operating across multiple regions, Airgas relies on its sellers and frontline managers to drive both new business growth andexpansion within existing accounts.
The Challenge
Training existed. Execution didn’t scale.
The Solution
Systemized Sales Execution
Measurable Results
Since implementing BZSOS, Airgas has seen meaningfulimprovements across sales activity, pipeline quality,and revenue performance.
Cultural Impact
Higher Engagement
Unlike traditional training programs, BZSOS generatedenthusiasm across the organization.“Our teams are excited to be part of it,” Bobsein said.“That’s something I haven’t seen before.”
Conclusion
For Airgas, BZSOS delivered something thattraditional sales training and software alonecould not:
“It’s notteaching peoplehow to sell,”Bobsein said.“It’s giving thema better way todo what theyalready do.”
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