Jim Dunn & John Schumann
SalesCoach is not anonymous courseware. It is the online home of the Common Sense Selling method built by Jim and John, the trainers and authors behind the books, tools, and lessons.
Founder, author, sales process architect
Jim founded Whetstone Group in 1992 and helped develop Common Sense Selling into a practical sales process used by thousands of salespeople and managers. His background includes national speaking, sales books, financial services, commercial banking, technology, commercial real estate, manufacturing, life sciences, and professional services.
International sales trainer and course leader
John brought decades of sales and marketing experience from national and international companies into the Common Sense Selling system. His training background spans complex selling, sales leadership, corporate teams, and the online SalesCoach curriculum.
LinkedIn recommendations
Excerpts from LinkedIn recommendations point to the same pattern: complex sales, different industries, better qualification, stronger sales culture, and long-term use.
most effective sales tools I have found
Worked with Jim for many years and says the tools Jim and John teach are highly effective and worth the investment.
change the way you think about selling
Credits Jim with moving salespeople from product pushing to problem solving and building confidence early in a sales career.
results were nothing short of transformative
Trusted Jim and Whetstone Group with a corporate sales and marketing team and described the impact as transformative.
annual sales grow by 20% each year
Says Jim provided comprehensive sales training that helped the team grow annually while doubling personal sales.
top 5 financial planners Nationwide
Credits Jim and Whetstone Group with helping develop his financial planning practice through ongoing sales and people-skills training.
best in the business
Says Jim and John were a big part of taking his company from $1.5m to $6m in four years.
best of the best
Credits John with helping build a sales process for a complex consultative environment, with stronger win ratios and new client acquisition.
The results speak for themselves.
Says John helped move a sales organization from features-and-benefits selling to a diagnostic model that outperformed the market.
return on investment is phenomenal
Says weekly training with John and Jim had a fantastic impact as his sales team grew from $2m to $6m in three years.
different industries was tremendous
Hired John for two companies and highlighted his ability to apply Common Sense Selling across different industries.
can translate to any industry
Credits John with winning over an EMEA sales force through his style, professionalism, and content knowledge.
best independent consultant I have worked with
Says John stood out among sales training consultants around the world for valuable lessons and strong teaching presence.
The method
Jim and John saw that traditional feature-and-benefit selling was not working in complex buying environments. Their answer was a more direct, diagnostic, common-sense process that helps salespeople qualify better, create trust, and stop chasing bad opportunities.
Learn from the source
SalesCoach turns Common Sense Selling into structured online lessons, tools, and reinforcement for reps, managers, and teams.
