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":"cbbdca2e60fb2e023188b3727ce0f401","s":"086ca5362109d146"}
Jeff Coffman is president of Avala