Find your ideal prospects in the Apollo Database
A strong sales funnel begins with specific people who have specific problems. Even while you're trying to establish PMF, creating smart hypotheses, and testing them out, Apollo 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. With the largest database of direct dials on the market, you'll find the right numbers for the right leads. The more targeted you can be with your prospecting, the easier it'll be to funnel prospects into sequences or campaigns with targeted, personalized, and persuasive messaging that speaks to their industry's or department's values.
Advanced Prospect Search
- Identify your ideal customer profile (ICP)
- Create a set of filters to match your ICP
- Create a Persona
- Prospect in your ICP
- Track your data requests
Basic Prospect Search
Searching for leads in Apollo couldn't be easier! To start prospecting your first leads, all you need to do is:
- Head to the People page
- Add the filters you want to narrow down who you're looking for
- Select the lead(s) you want
- Prospect them
That's it! You'll find your newly prospected leads in the Saved tab at the top.
Identify your (ICP) Ideal Customer Profile
Before you begin prospecting from Apollo's extensive database, you'll want to make sure you're targeting the correct audience to ensure maximum return on your outreach. Start by figuring out which companies make up the bulk of your revenue or closed-won deals. Or, if you are an earlier stage company; what kinds of companies would most benefit from and understand your product? Or, to make it even easier, link your Salesforce or Hubspot CRM and analyze your success in Analytics.
Create and Save a set of filters for your ICP
When you identify the companies that are most likely to have employees who understand and value your product offerings, use our 30+ smart prospecting filters to thoughtfully pursue the right people at the right companies, so your leads are more likely to convert into happy customers. Head to the People page (found in the left main menu) to get started:
Build out a group of filters for each account tier or type, so you can prospect for them separately for easy list building. Make sure you keep your searches specific, because the messaging you use for outreach should be distinct and tailored to the different types of leads you are targeting.
Once you have the set of filters you're looking for, click on the Save button, on the left-hand side, next to the Filters header, to save your search and make it easier to come back to the filters that best fit your needs. You can find your previously saved searches above the filter list.
Create a Persona
Once you've filtered for companies that are good-fit potential customers, use the Personas filter to segment for your decision-makers and deal influencers by titles.
For example, you may ideally sell to Hiring Managers or HR Leaders within companies that are a good fit for you. So, you may have 2 different personas:
- C-level HR leaders: CHRO, Chief Human Resources Officer, CPO, Chief People Ops, Head of Talent, Chief of Talent…
- Recruiters: Lead Recruiter, Talent & Recruiting Manager, Head of Recruiting, Principal Recruiter…
You want to create separate Personas for each type of contact, because each Persona, vertical, or title has unique problems they need to solve. 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.
Check out our Best Practices for Creating Personas.
Now it's time to request your prospects' direct dial and email information!
First, select the set of filters you want from your Saved Searches.
That will apply the saved search you selected. Then, go to More Filters, and apply your Persona filter.
And lastly, select and request leads by saving the contacts. You can select leads either (a) in bulk or (b) individually. Once they're selected, click on Save.
When you choose to save a lead, you'll be purchasing their contact information (verified email or direct dial) and this information will cost you credits (the currency in Apollo to spend to request contact information).
You'll be able to choose what to do from the different options that Apollo offers (or just click Confirm at the bottom without making a selection and they will be saved to your Contacts with no further action):
- Add to List: Purchases the selected leads and adds them to your Contacts in a list (an additional way to organize contacts, more on lists here)
- Add to Sequence: Purchases the selected Leads, adds them to your Contacts, and then adds them directly to whichever engagement Sequence you select.
- Assign Owner: Purchases the selected Leads and assigns them to whichever Apollo teammate (user) you select.
- Direct Dials: Purchases the selected Leads and reveals any of the direct dials available for the Contact (note that Direct Dials cost direct dial credits, a which are a separate credit than your lead credit you use for email info).
- Export as CSV: Purchases the selected Leads and exports them in a CSV file.
Track Data Requests
You'll receive a verification email when your Leads are added to your account. If any Leads fail our verification, we don't charge you a Lead Credit for them, but if it's available we will still give you their guessed email, free of charge, in case you would still like to contact them. You can also find your data requests under Settings > Data Request History.