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In this webinar, Gary Smith and customer Derek Davis discuss improving sales forecast accuracy in Salesforce.com. They highlight that many B2B companies have a sales cycle of two to three months. Smith emphasizes the first stage of the sales process—prospecting—and questions whether deals currently at this stage can realistically close within the month of December, given the typical sales cycle duration. This analysis serves as an initial approach to understanding potential forecasting inaccuracies. The discussion aims to help organizations recognize the implications of their sales cycle on forecasting.
