Remember when I said PARA would change your sales game? Well, we’ve covered Projects (where you make money) and Areas (where you manage responsibilities).

P = Projects
A = Areas
R = Resources
A = Archives

Now let’s talk about the next PARA element: Resources.

Your Resources folder is basically your sales intelligence vault – if James Bond was a rep instead of a spy, this is where he’d keep all his cool shit.

I’ve watched too many reps reinvent the wheel on every damn call. “So, tell me about your business…” *proceeds to ask the same 10 questions they’ve asked 500 other prospects*

Meanwhile, their Resources folder sits empty like a sad, abandoned Blockbuster.

What Goes In Your Resources Vault?

Think of Resources as everything that makes you smarter but doesn’t have a deadline:

  • Competitor battlecards (know thy enemy)
  • Call recordings (the good ones, not the trainwrecks)
  • Industry research (so you sound like you actually give a damn)
  • Templates for everything (because typing the same email 50 times is for masochists)
  • Customer stories by use case (AKA “here’s how someone just like you solved this problem”)

My Favorite Resource Categories

Market Intel – Competitive info, industry trends, and “things to sound knowledgeable about in the first 5 minutes”

Conversation Toolbox – Discovery frameworks, objection handlers, and those magic questions that make prospects say “damn, no one’s ever asked me that before”

Content Library – Case studies, one-pagers, and those slides your marketing team spent way too much time and money on

Swipe Files – Great emails, messages, and proposals I’ve stolen … I mean, “been inspired by”

Why Most Reps Fail at Resources

Let me guess – you’ve got 87 bookmarks, 42 random docs, and a “read later” folder that should be renamed “never gonna happen.”

Your Resources section shouldn’t be a digital junk drawer. It should be a living, breathing intelligence system.

The difference between average reps and top performers isn’t just talent—it’s that top performers have systematized their knowledge so they’re not starting from scratch on every deal.

The 15-Minute Resource Hack

Try this: After every good call, take 15 minutes to extract what worked. What question opened them up? What analogy clicked? What objection handler turned things around?

Document it, categorize it, make it findable for future-you.

In 3 months, you’ll have a personalized playbook that’s worth more than whatever overpriced sales course your LinkedIn feed is pushing.

Your Resources vault isn’t just for looking smart in meetings – it’s your unfair advantage when everyone else is winging it.