Apollo.io Strategy and Setup

Apollo.io Done for You as a Service

Building Apollo.io Lists - Companies to target and contacts within them

Targeting the right Accounts (Account Based Marketing approach) is the critical first step to any outbound efforts. Depending on your ICPs, targeting options beyond the usual demographic (company size, industry, etc.) might include:

• Companies hiring for specific roles
• Companies growing X% YoY
• Intent Data (Leadsift, Bombora) to identify in market accounts researching specific solutions
• Companies with a certain # of employees in a department
• Technographic data (certain technologies installed)
• Job change data
• Lookalike accounts to your current customers/wins

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Building Apollo.io Personas

An Account Based Prospecting approach can identify the different personas at your target accounts and surround the account with personalized and appropriate messaging and content offers.

Building Apollo.io Sequences

Setup and A/B Test campaigns based on segmented lists. Apollo's custom variables and if/then logic can be used to create highly personalized messaging based on contact and account data.

Setting up and managing Domains for Cold Email Outreach

There are several steps to take to protect your main domain and maximize email deliverability and response rates. See Cold Email Best Practices for SaaS Companies for more details.

Use Intent Data to Target In Market Accounts

At any one time, roughly 15% of the accounts in your ICP may actually be in market and researching options. Other accounts may have a solution in place, outside of budget and planning cycles, other priorities, etc. See How to Use Intent Data to Book Demos with Apollo.io for a more detailed approach on using intent data sources to identify the right accounts at the right time and market to them.

Apollo.io Integrations

Setup Bi-directional synch with CRMs (Hubspot, Salesforce), data sources, and other sales and marketing tools. Custom contact and account stages can be helpful to make the tech stack work together.

Building Apollo.io Plays

Apollo.io "Plays" can automate many actions in your outbound setup.

Examples of ways we've used Plays for B2B SaaS clients:

-Connect with Dealfront (Leadfeeder) to identify accounts that visit your website, automatically find the right contacts at those accounts that match your buyer persona(s), add them to targeted, outbound personalized email sequences. See How To Identify B2B Website Visitors for Sales Follow Up for more details.

-Connect with Bombora or Leadsift Intent Data to identify net new accounts that are researching topics related to your company's software and services, identify and add those decision makers to email sequences.

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Build Apollo.io Account and Contact Scoring Models

All of the Account and Contact targeting options above can be used in Apollo to automatically identify Accounts and Contacts that are excellent fits to target, on an ongoing basis.

Example - in this instance NetApp is an excellent account account to target because they have visited specific high value website pages (Dealfront data), have shown intent (G2 third party data), are hiring for a key role, and meet other demographic filters that match the ICP. The plays will automatically find the right contacts at this account based on our personas and add them to an outbound sequence:

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Layering in Outsourced SDR (cold calling) services to support outbound efforts

Don't have in house SDRs or BDRs to follow up and nurture some of the warm leads and initial interest Apollo is producing? Consider adding Outsourced SDR and BDR Services.

Apollo.io Setup Pricing

Initial Setup Phase - Two months, $2,000/mo

Monthly maintenance/ongoing support - $500/mo