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":"a9c735561a1289c46b6d48d39e9b1da6","s":"a48c163a2a2716e6"}
Jeff Coffman is president of Avala