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":"052644c40211d04e64cafeae895ab04d","s":"ac3eee8d9a1bfaa1"}
Jeff Coffman is president of Avala