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In this webinar, Gary Smith and customer Derek Davis from Gilbarco Veeder-Root discuss improving sales forecast accuracy using Salesforce.com. They begin by addressing common inaccuracies in sales forecasts, particularly for B2B companies with sales cycles of two to three months. They highlight the importance of analyzing deals at the prospecting stage, which is the initial phase in the sales process. With December approaching, they question whether deals in prospecting can realistically be expected to close within the month, emphasizing that understanding the timing of deals in the pipeline is crucial for making accurate sales predictions.
