BigLeaps Consulting
By nomination · Free 90-minute masterclass · Live online

What is Baseline Selling?

Most B2B sales teams cannot answer that question with a straight face, yet it decides whether their forecast holds. Spend 90 minutes finding out how the answer changes the way deals move.

Weekday evenings · Live online No cost to attend
Request your nomination Book a Fit Call

Seats are limited and confirmed by nomination.

Three questions for the room

If these sound familiar, the session is for you.

01

Why does a full pipeline still miss the forecast, quarter after quarter?

02

Why do the deals you were most sure of stall at the last stage?

03

Why does every rep describe the same deal a different way?

These are not motivation problems. They are system problems. Baseline Selling is the system that closes them. The masterclass is where you see it work.

Want a feel for it first?

Three minutes on how Baseline Selling engineers revenue.

Your session

Pick your evening. One methodology. Join from anywhere.

Masterclass Preview · Live online

The next dates are announced here first.

Inside the full programme

A four-part rhythm in every session. Concepts move from understanding to application within the same two hours.

01

Concept Installation

Diagnostic inputs that explain why a technique works, not just what to say, so you can adapt it to your market.

02

Film-Based Case Studies

Curated clips surface real selling behaviour. Identify the base, spot the mistakes, propose what should have happened.

03

Role Plays

Rotate as seller, buyer, observer. Structured scorecards turn every role play into competency-linked feedback.

04

Cohort Debriefs

Guided debate across industries pressure-tests every framework against reality before you take it into live deals.

Programme modules

Seven progressive modules. Each builds on the last, supported by a take-home workbook.

01

Introduction & Getting to 1st Base

Foundation: sales process, methodology and the 21 Core Competencies.

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  • The 21 Sales Core Competencies: Will to Sell, Sales DNA, Tactical Selling
  • 5 Elements of Will to Sell · Sales Process vs. Methodology vs. Model
  • The Baseline Selling Diamond · Managing resistance & manipulating objections
  • Positioning Statements · The Two Problems Framework · 10 Steps of a Successful 1st Call
  • Tonality, pace, volume · Overcoming "We're All Set"
02

Getting to 2nd Base: Building a Case

Discovery, compelling reasons to buy, and creating urgency.

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  • Consultative Selling Competency · Uncovering compelling reasons to buy
  • Monetising and quantifying the cost of the problem
  • Creating urgency through emotional discovery
  • SOB Quality: Speed on the Bases and Differentiation
  • Posturing & Positioning · Value selling beyond features and benefits
03

Getting to 3rd Base: Gauging Ability to Buy

Qualifying the opportunity with rigour.

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  • 9 Milestones of Qualification · Commitment to solving the problem
  • Rule of Ratios: cost of problem vs. cost of solution
  • Identifying and meeting decision makers (341% win-rate impact)
  • Timeline, decision-making process, criteria · Avoiding Happy Ears
  • Technical Fit and Good Fit Assessment
04

Getting to 4th Base: Running Home

Presenting, closing, and scoring.

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  • Milestones: Your Story, Capabilities, Unique Value Proposition
  • Compelling presentations and demos · Big picture vs. detail
  • Learning styles: Visual, Auditory, Kinaesthetic (VAK)
  • References vs. testimonials · Trials, pilots, samples
  • The Inoffensive Close · Decision Number · Rule of Triple Elimination
05

Eliminating Objections & Buying Strategies

Advanced techniques for navigating resistance.

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  • Objections are really opinions · Clarification framework: three versions of "Why?"
  • Uncovering buying strategies · Rapport, bonding, mirroring, matching
  • Labels · Sameness vs. Difference: how prospects process information
  • The Takeaway: strategic disengagement technique
06

Sales DNA: Overcoming Success Barriers

The mindset and beliefs that make or break performance.

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  • Role Challenges vs. Conceptual Challenges
  • Need for Approval: replacing "Liked" with "Respected"
  • Non-Supportive Buy Cycle · Controlling emotions under pressure
  • Self-limiting beliefs · Discomfort discussing money
  • Recovery from rejection · SalesMind: 10 mental barriers
07

Baseline Selling Assessment

Final knowledge and application check.

+
  • Comprehensive assessment covering all six teaching modules
  • Tests understanding of the Baseline Selling methodology
  • Scenario-based questions on real selling situations
  • Certification of programme completion

Led by Nelson Fernandes, who has installed these systems inside Tata Consultancy Services, 3i Infotech, Tata Electronics, Tech Mahindra, Bajaj FinServ and 15+ other organisations.

Top 10 Sales Coach, Silicon India Magazine, 2025

Request your nomination

Tell us a little about you.

Pick your session and share your details. Seats are limited. We confirm every nomination personally.

On submit, you'll be added to our updates list and a pre-filled WhatsApp message to Nelson opens to confirm your nomination.

Prefer to talk it through first? Book a Fit Call with Nelson