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In this webinar hosted by Gary Smith and customer Derek Davis from Gilbarco Vidaur, the focus is on improving sales forecasting accuracy within Salesforce. They discuss common challenges faced by B2B companies, particularly concerning sales cycles that typically span two to three months. The presenters highlight a critical issue: if deals in the prospecting stage are expected to close this month, yet the actual sales cycle is longer, there’s a discrepancy that needs to be addressed. This situation raises questions about the reliability of current sales forecasts and emphasizes the need for better alignment between sales stages and expected timelines for closing deals.
