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In this webinar, Gary Smith and customer Derek Davis from Gilbarco Veeder-Root discuss improving sales forecasting accuracy in Salesforce.com. They highlight the common challenge faced by many B2B companies regarding the sales cycle, which typically spans two to three months. They emphasize the importance of assessing whether deals currently in the prospecting stage, which is the first stage of the sales process, can realistically close within the current month if the sales cycle is indeed two to four months long. This understanding is crucial for accurate sales forecasting.
