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In this webinar, Gary Smith and customer Derek Davis from Gilbarco Vidaur discuss enhancing the accuracy of sales forecasts in Salesforce.com. They address common inaccuracies in sales forecasts, particularly for B2B companies where the sales cycle typically lasts two to three months. Smith highlights a key issue: if deals are still in the prospecting stage and the sales cycle is longer than the current month (December in this case), it raises doubts about whether these deals will close as anticipated. This sets the stage for exploring methods to improve forecasting accuracy in sales processes.
