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, 19 September 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
Special pricing until 15 September 2026. Enrolment closes 17 September 2026.
Solo · One-off
₹97,000
+ GST · paid in full
Solo · 3 Instalments
₹55,000
on enrolment, then ₹27,500 on 1 Oct & 1 Nov. ₹1,10,000 + GST total
Partner · One-off
₹1,64,000 / 2 seats
Just ₹82,000 per person + GST
Partner · 3 Instalments
₹90,500
on enrolment, then ₹45,250 on 1 Oct & 1 Nov. ₹1,81,000 + GST total
Regular Price ₹1,25,000 + GST. All plan prices shown are exclusive of GST. The Partner plan covers two participants who enrol together. Instalment plans are billed 50% on enrolment, 25% on 1 October 2026 and 25% on 1 November 2026. Special pricing valid until 15 September 2026; enrolment window closes 17 September 2026; Wave 5 begins 19 September 2026.
Why act before 15 September
Save up to ₹43,000 per person
Every fee jumps when the timer ends at midnight on 15 September 2026.
Wave 5 starts 19 September
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 half-day masterclass
See the methodology in action, meet Nelson, and decide for yourself whether Wave 5 is the right move. Two previews. Pick the one that fits.
Masterclass Preview 1 · In person
Sat, 5 September 2026
Mumbai · venue tentative, will be finalised and announced soon
Masterclass Preview 2 · Live online
Sat, 12 September 2026
Virtual on Zoom · joining link shared on confirmation
Tell us a little about you and pick your preview. 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
Special pricing holds until midnight, 15 September 2026. Enrolment window closes 17 September 2026. Wave 5 begins 19 September 2026.
Email or WhatsApp to confirm interest and ask any questions about fit.
Pick Solo or Partner, one-off or 3 instalments. Seats are confirmed in order of payment.
Receive your joining details, schedule and first workbook.
