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In this webinar highlights, Gary Smith and customer Derek Davis from Gilbarco Veeder-Root discuss achieving more accurate sales forecasts using Salesforce.com. They note that in many B2B organizations, the sales cycle typically spans two to three months. They emphasize that if deals are in the prospecting stage and the sales cycle is longer than the current month (in this case, December), it’s unlikely those deals will close within the month. This highlights the need to reassess forecasting methods and consider the actual timelines attached to different stages in the sales process for better accuracy.