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From the Editor...

Paul Nolan

As soon as I get this issue off to the printer, I need to write my son a letter at the University of Nebraska, where he’s finishing his second year of studies.

I want to share some thoughts with him about my conversation with New York Timesreporter Charles Duhigg for this issue’s Closers feature, as well as my conversation with Greg Guy, who decided to eliminate sales commissions at his family-owned Ohio heating and air conditioning company. Guy is featured in our cover story on tough questions that sales leaders are asking themselves.

Closers (...by Canon)

You, too, can be a productivity expert

With his new book, “Smarter Faster Better: The Secrets of Being Productive in Life and Business,” Pulitzer Prize-winning New York Times business writer Charles Duhigg has followed up his bestseller on habits with a close look at the choices the most productive among us make that the rest of us don’t.

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Additional Web Resources

The Poisonous Effects of Mushroom Management
“Mushroom management” is a management style where employees fly blind to company performance and are given work without knowing its purpose. A recent survey of 2,000 employees by Geckoboard, creators of software to harvest and analyze key performance indicators (KPI), indicates that four in five employees want management to share more information with them about business performance. Read Geckoboard’s report on the scale of the “mushroom management” problem and how to avoid it here.

B2B Marketing Tips For LinkedIn Users
Download the eBook with 10 things you should be doing on LinkedIn to establish your company presence, attract and engage followers, and generate leads for your business here

9 Keys to Building a Subscription-Based Business
Zuora, a provider of software to build a subscription-based commerce platform, offers 9 keys to building a successful subscription business. You'll find them here.

John Warrillow, author of "The Automatic Customer: Creating A Subscription Business In Any Industry," highlights the main takeaways from his book in a Q&A with SuperFastBusiness.com. You can listen to his interview here.