‍

In this video we demonstrate a Call Only Sequence in Apollo.io that Triggers a Workflow Based on the Call Outcome Using Call Dispositions. Call only sequences can be very effective to qualify/disqualify accounts. However, we want to make things easy on SDRs or outsourced callers - they only have to select a call disposition, and depending on the call outcome other automations will happen next. This makes things easy on our reps, keeps our account and contact data clean, and advances the prospect to the next best or appropriate action.

Example Apollo.io Call Disposition Workflows:

• Positive Call - Demo Booked:  Account Stage updated to “Active Opportunity”; All Contacts removed from cold outbound sequences; an Apollo Deal is created.
• Account Not a Fit or Not Interested Call Disposition -> Do Not Prospect Account: Marks Account as “Do Not Prospect”, Removes all contacts from sequences.
• No Answer, Call Again:  Creates another Call Task
• Work with Competitor X:  Contact Added To Competitor X Email Sequence (Stripe in this case - email has competitive comparison info
• Left a VM:  Contact added to “Left a VM” email sequence sent out a few hours after the vm drops referencing the vm left
• No Valid Phone Number:  Contact is dropped into an email only sequence with no further call tasks created

Apollo.io Call Workflows: Automating Call-First Campaigns

Introduction

In this tutorial, I’ll show you how to set up a call-first campaign in Apollo.io.

The idea is that the first touch in your sequence is a call from either an SDR or an outsourced sales rep. From there, Apollo workflows take over—automating next steps, keeping data clean, and ensuring prospects are handled consistently.

Why a Call-First Approach Works

Starting with a call can be one of the most effective ways to:

• Qualify or disqualify an account quickly
• Leave a voicemail and follow up with an email (boosting response rates)
• Create a more personal first impression

This method works especially well if you’re using SDRs or outsourced callers who may not be Apollo experts. By relying on call dispositions and workflows, you reduce human error and make sure the right automations run in the background.

Step 1: Use Call Dispositions to Trigger Automation

The core of this workflow is the call disposition field.

• The caller makes the call
• Selects a disposition (e.g., “Left Voicemail,” “Not a Fit,” “Positive Connection”)
• Apollo automatically triggers the appropriate workflow

This approach ensures callers don’t need to manually update fields or manage sequences—they just pick the right disposition, and Apollo handles the rest.

Step 2: Create Custom Call Dispositions

Apollo comes with default dispositions, but you can customize them:

1. Go to Sales Engagement → Dialer.
2. Review the default dispositions.
3. Add, edit, or delete as needed.

Examples of custom dispositions:

• Connected Positive
• Left Voicemail
• Account Not a Fit
• No Phone Number Found
• Call Again Tomorrow
• Connected – Working with Competitor

These options give reps simple choices while giving Apollo the inputs it needs to trigger workflows.

Step 3: Build Workflows for Each Call Outcome

Here are a few practical examples of workflows tied to dispositions:

• Account Not a Fit
  • Update account stage to “Do Not Prospect.”
  • Remove contacts from all sequences.
  • Prevent future emails from being sent.
• Left Voicemail
  • Enroll the contact in a new sequence.
  • Sequence starts with an email:
  “Hey [First Name], I just left you a voicemail earlier today…”
• No Phone Number Found
  • Drop the contact into an email-only sequence (no voicemail reference).
• Call Again Tomorrow
  • Create a follow-up call task for the next day.
• Connected Positive
  • Update account status to “Active Opportunity.”
  • Remove all contacts from sequences.
  • Ensure no further automated emails are sent.

Step 4: Call Tasks and Prioritization

Reps can view all of their call tasks inside Apollo.

• Tasks can be sorted by priority
• Rules can prioritize certain accounts (e.g., high-scoring accounts, contacts who opened multiple emails)
• Reps simply focus on making calls and selecting dispositions

Everything else—statuses, sequences, workflows—runs in the background automatically.

Why This Works

This system simplifies calling for SDRs and outsourced reps who:

• Don’t need to learn the full Apollo platform
• Avoid making errors in data updates
• Can focus solely on dialing and conversations

Meanwhile, Apollo ensures that:

• Accounts are updated correctly
• Sequences adjust automatically
• Opportunities move smoothly through the pipeline

Conclusion

Call-first campaigns can be highly effective, but only if your workflows and follow-ups are consistent. By using call dispositions and automated workflows in Apollo.io, you can scale call outreach while keeping data clean and ensuring the right next steps happen every time.

If you’d like help setting up call-first campaigns or customizing Apollo workflows for your team, feel free to reach out.