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In this webinar, Gary Smith and customer Derek Davis from Gilbarco Vida Root discuss improving sales forecast accuracy in Salesforce.com. They highlight the challenges B2B companies face with sales cycles, typically lasting two to three months. They emphasize the importance of scrutinizing current deals—specifically, those in the prospecting stage that are due to close this month. Given the sales cycle length, they question the feasibility of closing these deals within the current month, signaling potential inaccuracies in sales forecasts. The discussion aims to provide insights into better forecasting practices based on realistic timelines and pipeline management.