Jim trains
both nationally and internationally and is a sought-after speaker
on selling issues.
Prior to founding
Whetstone Group in 1992, Jim spent 23 years in 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,
spent four years as an officer in the U.S. Navy and is a Vietnam
veteran.
Jim has lived
in the Scripps Ranch area of San Diego since 1985 with his wife
Linda, and daughter, Meagan. In his spare time he is active in golf
and tennis.
John Schumann
is an international sales trainer and a partner in Whetstone Group.
He teaches what he has learned through 27 years of sales, sales
management and training experience in such companies as Johnson
and Johnson, PSICOR (acquired by Baxter Laboratories), NOVUS and
Coral Therapeutics. He has extensive sales and marketing experience
in both large international companies and small entrepreneurial
companies. He is experienced in selling both products and services.
John has trained
clientele ranging from multi-billion dollar corporations to solo
entrepreneurs. In addition to training in Whetstone's Training Center
he has also taught in customized in-house/retreat sessions for corporate
clients' salesforces, and is not afraid to challenge traditional
ideas of selling and marketing. His experience with major corporations,
as a member of two boards and "real-life selling" provides
rich anecdotes for his seminars.
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 has lived
in La Jolla since 1986 with his wife, Candace, and has a son, Eric.
In his spare time John spends time in his shifter kart, runs and
skis. |
If
you’re plagued by a long selling cycle, doing lots of unpaid
consulting, and have lots of proposals that don’t seem to
go anywhere, chances are you are pitching to the wrong batter. Often
overlooked in the qualification process is the importance of understanding
your prospect’s buying process and getting in front of the
right person.
