This is an example Apollo.io Onboarding Document to get alignment with SaaSBoost.io on ICPs, Personas, Messaging, Pain Points, and Signals to build an outbound sales engine in Apollo.io. From this information we will build account and contact lists and custom scoring models, personalized outbound sequences based on intent data, signals (who to reach out to and when, for what reason), personas, content you have, and more. We will track and measure results by ICPs, Personas, and report on this and optimize/experiment over time. Plays will be used to automate a steady flow of leads and responses.
For further reading, here is a great article that provides a detailed framework to develop ICPs for SaaS: https://www.lennysnewsletter.com/p/how-to-identify-your-ideal-customer
You don’t have to fill out every box but fill out what could be helpful/make sense based on your current situation (when working with SaaSBoost.io on a custom done for you Apollo.io setup, we will share this in an editable Notion page). If you already have this in another doc or format we can work with that as well.
The most important parts for setup are:
- ICPs - Target Account List level (detailed data - demographic, technographic, intent topics, etc)
- Personas (Contact level)
- Pain Points for both - reasons for reaching out, inflection points
- How You Solve the Problem, Messaging, Content to support that
- Social proof - any case studies, logos, customer stories, etc. we can leveragae
TAM - Account Level
ICPs
Personas (Contacts within Accounts)
Could be 1; up to 4
