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In this webinar, Gary Smith and Derek Davis from Gilbarco Veeder-Root discuss the inaccuracies often found in sales forecasts within Salesforce.com, particularly for B2B companies. They highlight that the typical sales cycle spans two to three months. Given this timeframe, they question the likelihood of closing deals currently in the prospecting stage, which is the initial phase of the sales process, by the end of December. This analysis emphasizes the need for a more realistic approach to forecasting sales, suggesting that sales teams must reconsider the timing of expected closings based on their established sales cycle.
