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In this webinar, Gary Smith and customer Derek Davis from Gilbarco Vidaur talk about improving sales forecast accuracy in Salesforce.com. They highlight the common issue of inaccurate sales forecasts among B2B companies, particularly those with sales cycles of two to three months. They emphasize the importance of examining deals in the prospecting stage—defined as the first stage in the sales process—especially if the sales cycle extends beyond the current month. The discussion underscores the need to critically assess whether these prospecting deals can realistically close within the current timeframe, illustrating the challenges of forecasting accurately within the sales cycle.
