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In this webinar, Gary Smith and customer Derek Davis from Gilbarco Veeder-Root discuss improving sales forecasting in Salesforce.com. They highlight common inaccuracies in sales forecasts, particularly for B2B companies, where sales cycles typically last two to three months. The conversation begins by questioning the viability of deals marked as "prospecting" that are expected to close within the current month, especially when the sales cycle suggests otherwise. This discrepancy underscores the need for more accurate forecasting methods to ensure that sales pipelines reflect realistic timelines and outcomes. The session aims to provide insights and strategies for achieving these goals.
