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":"bf18fcb0cd766f23d53779af26cf92c1","s":"442ad14883fe82b3"}
Jeff Coffman is president of Avala