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In this webinar, Gary Smith discusses sales forecast accuracy alongside Derek Davis from Gilbarco Veeder-Root. They address the common inaccuracies in sales forecasts within B2B companies, particularly focusing on sales cycles that typically span two to three months. They highlight the implications of this timeframe, questioning the likelihood of deals in the prospecting stage closing within the current month, especially if the sales cycle is longer than the time remaining in the month (e.g., December). This discussion serves as a starting point for improving sales forecasts using Salesforce.com.
