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In a recent webinar, Gary Smith and Derek Davis from Gilbarco Veeder-Root discussed the inaccuracies often found in sales forecasts, particularly in Salesforce.com. They highlighted that many B2B companies experience a sales cycle of two to three months. This raises questions about the likelihood of closing deals currently in the prospecting stage—defined as the first stage in the sales process—if the sales cycle extends beyond the current month. The conversation emphasized the importance of critically evaluating the pipeline to enhance the accuracy of sales forecasts and manage expectations effectively.