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":"3ce5a5e1993128b3812ee6ea91dbb174","s":"624f7d6e99cb8459"}
Jeff Coffman is president of Avala