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In this webinar, Gary Smith and customer Derek Davis from Gilbarco Veeder-Root discuss the common inaccuracies in sales forecasts, particularly in Salesforce.com. They highlight that many B2B companies face a typical sales cycle of two to three months. The presenters emphasize the importance of evaluating deals in the prospecting stage, which is the first step in the sales process. They raise a critical question: if the sales cycle is indeed two to four months long and it’s currently December, can deals in the prospecting stage realistically close by the end of the month? This analysis serves as a foundation for achieving more accurate sales forecasts.