A 12-week, milestone-centric programme that installs a repeatable sales operating system, builds the consultative competencies that win complex deals, and replaces guesswork with a process you can run on every opportunity.
The Baseline Selling Diamond
Every opportunity passes four bases. Skip one and you create pipeline fiction.
Bases · stage-gated process
Core selling competencies
Hands-on workbooks
Seats per cohort
About this Intensive
Baseline Selling is a milestone-centric methodology that uses the baseball diamond as a metaphor for the entire selling process. Created by Dave Kurlan, it gives every seller a common language and clear checkpoints to move an opportunity from first contact to a closed deal.
The core principle is simple and demanding: every opportunity must pass through four bases before it can score. Skip a base and you create pipeline fiction and lost deals. Across seven modules you learn to run each base with discipline, then practise it until it becomes habit.
How you will learn
Diagnostic inputs that explain why a technique works, not just what to say, so you can adapt it to your market.
Curated clips surface real selling behaviour. Identify the base, spot the mistakes, propose what should have happened.
Rotate as seller, buyer, observer. Structured scorecards turn every role play into competency-linked feedback.
Guided debate across industries pressure-tests every framework against reality before you take it into live deals.
Programme modules
Foundation: sales process, methodology and the 21 Core Competencies.
Discovery, compelling reasons to buy, and creating urgency.
Qualifying the opportunity with rigour.
Presenting, closing, and scoring.
Advanced techniques for navigating resistance.
The mindset and beliefs that make or break performance.
Final knowledge and application check.
12 Interactive Workbooks
Introduction to the Selling Process
Creating Positioning Statements: The First 30 Seconds
First Base: Selling the First Appointment
Second Base: Compelling Reasons to Buy
Second Base: Posturing, Positioning & SOB Quality
Third Base: Qualified Opportunity
Running Home: Compelling Presentations and Proposals
Scoring: Closing the Deal
Uncovering a Prospect's Buying Strategies
Overcoming Objections
Eliminating Success Barriers: Overcome Weaknesses
Strategic Account Management: Keep & Grow Customers
Wave 5 Cohort at a glance
Starts
Sat, 7 November 2026
Schedule
Saturdays · 2:30–4:30 PM IST
Duration
12 weekly sessions
Session length
2 hours
Cohort size
40 participants
Delivery
Live on Zoom
Who Wave 5 is for
Selling into complex, multi-stakeholder deals who need a repeatable process instead of founder intuition.
Who want one common language and a milestone system to coach their teams against.
Who want to lift win rates by qualifying harder and presenting only when they have earned the right.
Who want to build discipline and mindset from a proven framework, not trial and error.
What you walk away with
Repeatable process
A milestone-centric system you can run on every opportunity in your pipeline.
Diagnostic read
Your own selling competencies measured, so you know exactly where to improve.
12 workbooks
Frameworks you keep and reuse long after the cohort ends.
Mindset work
Handle rejection, money conversations, and the need for approval that quietly cap performance.
Certification
Of completion of the Baseline Selling Sales Leadership Intensive.
Baseline Selling + AI
Reclaim 20+ hours a week with plug-and-play AI skills. Turn your team into a high-performance, AI-powered engine. Get your entire revenue function AI-optimised: marketing, sales, ops and CRM.
Phase 1 · Days 1–30
Foundation
The 21 Core Selling Competencies and your Sales DNA baseline. The 4 Bases, the milestone diamond, and getting to First Base.
Phase 2 · Days 31–60
Second Base & Third Base
Building a case, compelling reasons to buy, and qualifying with rigour. Set up your AI content engine to run admin and research for you.
Phase 3 · Days 61–90
Running Home & Advanced
Presenting, closing, scoring with the inoffensive close. Objections, buying strategies, and the Sales DNA that holds you back.
Included: access to all Masterclass recordings for an additional 3 months after certification.
Your investment
Early Bird until 16 October 2026, full payment. Standard special pricing 17 to 30 October 2026. Enrolment closes 5 November 2026.
Early Bird · Solo
₹69,000
+ GST · paid in full by 16 October
Early Bird · Partner
₹1,03,500 / 2 seats
Just ₹51,750 per person + GST
Standard · Solo
₹97,000
+ GST · 17 to 30 October
Or 3 instalments: ₹53,500 on enrolment, then ₹26,750 on 1 Dec and 1 Jan 2027. ₹1,07,000 + GST total. Choose instalments
Choose planStandard · Partner
₹1,45,500 / 2 seats
₹72,750 per person + GST · 17 to 30 October
Or 3 instalments: ₹80,000 on enrolment, then ₹40,000 on 1 Dec and 1 Jan 2027. ₹1,60,000 + GST total. Choose instalments
Choose planRegular Price ₹1,25,000 + GST per seat; a Partner pair at Regular Price is ₹1,87,500 + GST. All prices are exclusive of GST. The Partner plan covers two participants who enrol together; the second seat is 50% off the applicable base price. Early Bird pricing requires full payment on or before 16 October 2026. Standard special pricing runs 17 to 30 October 2026. Enrolment closes 5 November 2026; Wave 5 begins 7 November 2026. Instalment plans (Standard and Regular only) are billed 50% on enrolment, 25% on 1 December 2026 and 25% on 1 January 2027, GST on each tranche, at a 10% premium over the full-payment price: Regular Solo ₹1,37,500 (₹68,750 then ₹34,375 twice), Regular Partner ₹2,06,000 (₹1,03,000 then ₹51,500 twice). A seat is confirmed only when the first tranche clears; a missed instalment pauses access until it clears.
Why act before 16 October
Save up to ₹73,250 per person
Early Bird ends at midnight on 16 October 2026. Every fee jumps again after 30 October.
Wave 5 starts 7 November
Miss it and you watch from the sidelines until a future wave.
Only 40 seats
Lock your seat now and turn this into your permanent advantage.
Nelson Fernandes
Founder · BigLeaps Consulting
· 33+ years in sales & business development
· 21+ years coaching global teams
· 21.5 years with Tata Group / TCS
· Top 10 Sales Coach, Silicon India Magazine, 2025
Who installs the system
Nelson has trained hundreds of sales professionals across organisations including Tata Consultancy Services, 3i Infotech, Tata Electronics, Tech Mahindra, Bajaj FinServ and 15+ others. Wave 5 is his Baseline Selling Intensive in its most refined form to date: a 12-week installation programme designed to outlast any individual.
Meet us first · Free 90-minute masterclass
See the methodology in action, meet Nelson, and decide for yourself whether Wave 5 is the right move. Pick an evening. Join from anywhere.
Masterclass Preview · Live online
The next dates are at bigleaps.co.in/preview.
Tell us a little about you and reserve your seat. On submit, you'll be added to our updates list and a pre-filled WhatsApp message to Nelson opens to confirm your spot.
Three steps to reserve your seat
Early Bird pricing holds until midnight, 16 October 2026. Enrolment closes 5 November 2026. Wave 5 begins 7 November 2026.
Email or WhatsApp to confirm interest and ask any questions about fit.
Pick Solo or Partner, full payment or instalments. Seats are confirmed in order of payment.
Receive your joining details, schedule and first workbook.
