Apollo.io is a great choice for implementing an outbound motion for B2B SaaS and startups. Apollo.io is an all-in-one tool that can be used to build lists, create sequences, automate and execute multi-channel, account based outreach programs and generate a pipeline of warm leads. Apollo.io has integrations with most major CRMs (Hubspot, SFDC), LinkedIn, GMail, etc.
SaaSBoost.io will work with you to understand your business, ICPs, competitors, messaging, etc. and partner to setup a strategic and automated outbound engine using Apollo.io.
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:
An Account Based Prospecting strategy includes identifying the different personas at your target accounts and surrounding the account with personalized and appropriate messaging and content offers based on different personas. For example you may target CIOs at SMB accounts, but at larger enterprises target Directors of IT or more granular job titles might be more appropriate. A CIO may care more about ROI and security and respond to a . This can all be setup and automated with Apollo.
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.
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.
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.
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.
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.
See Automating Outreach with Apollo.io Plays for a DIY video tutorial.
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:
See our video tutorial on How to Create a Custom Account Score in Apollo.io.
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.
Outsourced SDR Services - email, phone, LinkedIn outreach.
Apollo.io Setup, Automations, Sequences, List Building; integrated with Hubspot CRM.
Built initial cold call, demo, email scripts, sales FAQs, objection handling. A/B tested, refined over time.
Cold Email Domain Setup for Outbound Outreach and to protect primary domain.
Intent Data - used intent data sources Bombora and Leadsift to identify in-market accounts researching relevant software (debt collection software); automated outreach to right contacts at those accounts .
Dealfront setup, integration to identify anonymous website visitors (accounts) and automate cold outreach to matching buyer personas to convert to traffic to demos.
SEO Analysis, Content Mapping - Identified high intent keywords like “chatgpt for debt collection” and “ to drive traffic and support outbound efforts.
Software Directory Submission Service - posted Arrears on 10+ software directories including G2, Capterra, SoftwareAdvice for product discovery, links, traffic.
Domains with DNS setup and and warmed up for cold outreach. More info on process here, including why you don’t want to use your primary domain for cold outreach, DNS settings, factors for email deliverability, # of emails per domain/mailbox here: Cold Email Best Practices for SaaS Companies
On call Fine tuning, troubleshooting, consult after initial setup (up to 5+ hours a month)
Book an hour call anytime to troubleshoot, optimize, setup, strategize about all things Apollo.io and outbound sales