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In this webinar led by Gary Smith and customer Derek Davis from Gilbarco Vidaur, the discussion focuses on achieving more accurate sales forecasts in Salesforce for B2B companies. They mention that many sales cycles typically last two to three months. This raises a critical question about the accuracy of forecasts: if deals are still in the prospecting stage—defined as the first stage in the sales process—are these deals realistically expected to close this month? The emphasis is on evaluating the timing of sales cycles to ensure better forecasting in sales strategies.
