How luxury brands can nurture invisible leads with an elongated sales cycle
Posted Bya Luxury Daily columnistOn In Columns,Featured,Industry sectors,Marketing,Opinion,Retail | No 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","iv":"7dc3a633af46ac081c3ef066b2ccd926","s":"9ada1d3f74f34f9b"}
Jeff Coffman is president of Avala