Find your ideal target prospects in
the Apollo Database
We're sales pros! We're not spammers. And we know: strong sales strategies begin with specific people who have specific problems (that our products solve) in mind. Even when you're trying to establish PMF, creating smart hypotheses and testing them out will help you evolve and optimize to reach your growth goals.
Use 30+ smart filters to request direct dial and email information for contacts that are most likely to understand and buy into your value. The more targeted you can be with your prospecting, the easier it'll be to funnel prospects into sequences or campaigns with targeted and persuasive messaging that speaks to their industry's or department's values.
1. Go to People in the Apollo platform
2. Identify your (ICP) Ideal Customer Profile
What companies make up the bulk of your revenue or closed-won deals? Or, if you don't have a proven track record, yet what kinds of companies would most benefit from and understand your product? Write that out! Or, link your CRM and analyze your success in Analytics.
First, build a filter for companies that are most likely to work with you and understand your offerings.
Second, build Personas with titles for (1) purchasing decision makers & (2) deal influencers.
First, identify companies that are most likely to have employees who understand and value your product offerings. Use 30+ smart prospecting filters to thoughtfully pursue people at the right companies, so your leads are more likely to convert into happy customers.
Keep in mind your account tiers – there may be distinctly prioritized account types that you do business with. So, build a filter for each account tier or type, so you can prospect for them separately for easy list building.
Then, save the Prospecting Filter clicking the "Save as New View" button at the bottom left.
Once you've filtered for companies that are good-fit potential customers, use Personas to segment for your decision makers and deal influencers by titles.
For example, you may sell to hiring managers or hr leaders within companies that are a good fit for you. So, you may have 2 different personas:
1. C-level HR leaders: CHRO, Chief Human Resources Officer, CPO, Chief People Ops, Head of Talent, Chief of Talent…
2. Recruiters: Lead Recruiter, Talent & Recruiting Manager, Head of Recruiting, Principal Recruiter…
Keep in mind to create separate Personas for each type of contact. Because, each Persona, vertical, or title had unique problems they need to solve and priorities. So, it's easier to convert those prospects to opportunities if you speak directly to their specific values. Having distinct Personas allows you to seamlessly funnel leads into targeted & persuasive email campaigns or sequences.
5. Request leads
Now, it's time to request your prospects' direct dial and email information!
First, select your Account filter from your saved filters in step 3.
Then, apply your Persona filter from step 6.
Select and request leads. You can select leads either (a) in bulk or (b) individually. And, select "Add to Contacts" or "More."
You did it!
Or, Watch a Comprehensive Training Seminar on Prospecting Here
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