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In this webinar, Gary Smith and customer Derek Davis from Gilbarco Vidaur discuss improving sales forecasts in Salesforce.com, particularly for B2B companies with a sales cycle of two to three months. They emphasize that if deals are currently in the prospecting stage but the sales cycle is longer, those deals may not close as expected within the month. This discrepancy highlights the need for more accurate forecasting methods to align with the actual sales cycle duration and avoid overestimating immediate revenue. The discussion focuses on understanding sales stages and their implications for forecasting accuracy.