Whetstone Group is a sales process improvement firm headquartered in San Diego, CA.

Founded by Jim Dunn in 1992, Whetstone works with clients who are in a complex selling environment where relationship and trust are key to success.                              

We recognize that selling has changed dramatically over the last decade or so, and that the strategies and tactics that worked well in the past no longer are effective. Today’s more sophisticated buyers do not want to be sold; instead they depend on their vendor partners to function as advisors, providing them with the solutions that are client, not vendor, centered.

Whetstone is unique in that we provide our clients with a proprietary sales process, Common Sense Selling, which can be adapted to their selling environment through our reinforcement training and coaching. Our sales process is counter-intuitive to the way most people sell. We also offer a guarantee of satisfaction on all the training programs we facilitate.

Jim is the author of three books, Common Sense Selling for Commercial Bankers, Common Sense Selling, and The Monday Morning SalesCoach. Whetstone’s sister company, SalesCoach LLC, has developed a suite of computer based training programs that reinforce the Common Sense Sellingâ methodology, a series of online assessments including the National Sales Challengeâ, and other reinforcement tools.

Prior to founding Whetstone Group in 1992, Jim spent 23 years in various sales, marketing and training positions with 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 & Marketing Professional (CSMP) and a Certified Professional Behavioral Analyst (CPBA). He is a graduate of Bucknell University.