How luxury brands can nurture invisible leads with an elongated sales cycle
Posted By a Luxury Daily columnist On In Columns,Featured,Industry sectors,Marketing,Opinion,Retail | No 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","iv":"afae0f28beb778d8222d9e6fef89618c","s":"40676a98f0031c0e"}
Jeff Coffman is president of Avala