Seven sections: the five conversations that actually decide your deals, an ideal customer profile stated in checkable terms, explicit disqualification criteria with permission to walk away, discovery questions transcribed from your best reps’ real calls, objections sourced from win-loss interviews with responses that have worked, sales stages defined by verifiable exit criteria, and a named owner with a quarterly review date. Ship it as two artifacts: a one-page quick reference and a deeper searchable document behind it.