Meet Your Trainers!

The creators of the Common Sense Selling® process are two not-so-common sales professionals and trainers, Jim Dunn and John Schumann. They saw the lack of results and frustration that most salespeople experienced using the old “feature, advantage, and benefit” selling approach in today’s more complex selling environment.

Using their combined 65 plus years of sales experience, they developed a new, common sense approach to selling that is unconventional, by most standards…and it works!

Jim Dunn

Jim trains both nationally and internationally and is a sought-after speaker on sales related topics: the challenges, opportunities and techniques for increasing sales.
Jim has spent 23 years in sales, marketing and training positions prior to founding Whetstone Group in 1992. He worked for Exxon, Genuine Parts Co. (NAPA), GNB Batteries and Huffy Corporation.
He has extensive experience in sales management and marketing at the national level, as well as selling both products and services.
Jim is a Certified Sales and Marketing Professional (CSMP) and a Certified Professional Behavioral Analyst (CPBA). He is a graduate of Bucknell University, spent four years as an officer in the U.S. Navy and is a Vietnam veteran.

John Schumann

John Schumann is an international sales trainer and a partner in Whetstone Group. He brings a vast experience in sales and marketing for national and international companies over 27 years, working with Johnson & Johnson, PSICOR (acquired by Baxter Laboratories), NOVUS and Coral Therapeutics.
His experience includes selling products and services in both large international and small entrepreneurial companies. In addition to training in Whetstone’s Training Center, he also teaches customized in-house/retreat sessions for corporate clients’ sales forces.
John received his Bachelor of Science degree from the University of Wisconsin and was awarded “The Distinguished Flying Cross” and “The Air Medal” while serving as an USAF pilot in Vietnam.

John E. Flannery

John works with his customers to develop specific revenue generation programs based around sales process. He also provides them with the supporting implementation services to help companies maximize their investment and drive results.
With 26 years of sales, sales management, and business ownership experience, John has a comprehensive understanding of how sales organizations should run. After 10 years in Fortune 500 companies, including Pitney Bowes and Nextel, he founded, built, and sold his own business in the wireless industry. As the lead sales executive in a multinational organization , John drove the implementation of sales process into that company. For 8 years, John was a top producing business partner with CustomerCentric Selling.