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Founder, author, sales process architect

Jim Dunn

Jim built Common Sense Selling around the idea that selling should be a respected, diagnostic profession.

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Jim Dunn

Bio

Jim Dunn's role in SalesCoach.

Jim is the founder and sales process architect behind Whetstone Group and SalesCoach. His work focuses on helping salespeople stop pushing products and start leading professional conversations built around trust, business pain, qualification, decision process, and clear next steps.

  • Founded Whetstone GroupJim Dunn's background reinforces the SalesCoach method.
  • Author or co-author of 6 sales booksJim Dunn's background reinforces the SalesCoach method.
  • U.S. Navy officerJim Dunn's background reinforces the SalesCoach method.

Training focus

Where Jim brings the most leverage.

  • Common Sense Selling process designBuilt around real sales conversations, manager coaching, and reinforcement.
  • Consultative sales conversationsBuilt around real sales conversations, manager coaching, and reinforcement.
  • Commercial banking and financial servicesBuilt around real sales conversations, manager coaching, and reinforcement.
  • Sales culture and executive-level adoptionBuilt around real sales conversations, manager coaching, and reinforcement.
  • Reinforcement that turns training into daily behaviorBuilt around real sales conversations, manager coaching, and reinforcement.

Related books

Work connected to Jim Dunn.

Common Sense SellingThe foundational sales process behind SalesCoach: diagnosis before prescription, qualification before proposal, and trust before pressure.Common Sense Selling for Commercial BankersA version of the Common Sense Selling approach aimed at commercial bankers, relationship managers, and business development officers.Monday Morning Sales CoachShort, practical sales lessons designed to reinforce the Common Sense Selling method one selling problem at a time.

LinkedIn recommendations

Clients describe Jim Dunn as practical, adaptable, and easy to apply.

Excerpts from LinkedIn recommendations point to the same pattern: complex sales, different industries, better qualification, stronger sales culture, and long-term use.

Jim Dunn

LinkedIn
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.

Carrie MayersFacilitator, trainer, consultant
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.

Darin AlpertFounder
results were nothing short of transformative

Trusted Jim and Whetstone Group with a corporate sales and marketing team and described the impact as transformative.

Peter LogueOwner and principal
annual sales grow by 20% each year

Says Jim provided comprehensive sales training that helped the team grow annually while doubling personal sales.

Kelly MoriartyManaging director
top 5 financial planners Nationwide

Credits Jim and Whetstone Group with helping develop his financial planning practice through ongoing sales and people-skills training.

Jim LingelbachFinancial planner
best in the business

Says Jim and John were a big part of taking his company from $1.5m to $6m in four years.

Gary LavinFounder, CEO Juice

From the authors

The sales process from the books, distilled into online training.

SalesCoach turns Jim Dunn and John Schumann's Common Sense Selling work into the most actionable pieces: short lessons, practical tools, manager coaching prompts, and weekly reinforcement that can be used against real opportunities.

Core sales processCommon Sense SellingBanking editionCommon Sense Selling for Commercial BankersRecruiting field guideThe Military Recruiter's HandbookReinforcement guideMonday Morning Sales Coach

Also meet

The other half of SalesCoach.

John SchumannInternational sales trainer and course leaderJim & John togetherReturn to the combined trainer page.

Learn from the source

Train with Jim Dunn's SalesCoach method online.

Choose the course path that turns Common Sense Selling into usable lessons, tools, and weekly reinforcement.

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