Jim founded Whetstone Group in 1992. With John Schumann, he developed Whetstone’s proprietary sales process, Common Sense Selling®, which is counterintuitive to the way the majority of people sell, and has been the gold standard for thousands of salespeople and sales managers in a wide variety of industries, including financial services, technology, commercial real estate, manufacturers and distributors, commercial banking, life sciences, and professional service firms.
He has been a featured speaker on the subject of sales for many national organizations, including the insurance industry’s Million Dollar Round Table (Top of the Table) and the American Banking Association.
Jim has authored or co-authored 6 books on selling, including Common Sense Selling, Sales Mastery and The Monday Morning Sales Coach. He is passionate about the need for professionalism in sales and continuous self-improvement as requisites for selling success.
He is a Certified Sales & Marketing Professional (CSMP) and a Certified Professional Behavioral Analyst (CPBA). Jim graduated from Bucknell University and served four years as an officer in the U. S. Navy.
In his spare time he enjoys golf and tennis.