Automate the sales process for sales

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hey everybody uh you guys I think you can hear me now right I'm gonna keep my eye on the chat to see if that's a if there's a yes or a no there yes okay great uh hi good morning good evening good afternoon from wherever you are in the world depending on uh you know what time zone you're in I'm coming at you as always from beautiful sunny California um and I've got an icebreaker question for us uh drop your answers in the chat what would you automate in your sales process if you could for me it was always list building I just like hate messing in spreadsheets and cleaning things up and you know taking the ink out of a company name and that kind of stuff just takes forever um deal qualification customized messages LinkedIn connections another list list Builder lead generator for me uh personalized emails okay well we Gary our next webinar is going to be about AI for personalizing emails um we've got all kinds of stuff coming in tax creation prospecting list building industry names cool uh CRM ownership and technographics and intent well lucky for you Caleb we're going to talk about automating some intent goodness today uh chat GPT integration uh Zach it's like it's a little like it's a little better than chat GPT but yeah we're getting it in there uh Dylan welcome welcome okay I'm gonna give everybody just like another 40 seconds to trickle in and then we're gonna get this show on the road email deliverability personalization is there a way to automate a new LinkedIn connect Tim I think we actually do have some LinkedIn automation built into Apollo but LinkedIn is really tricky they're really smart and if you uh if you automate too much on LinkedIn they'll ban you so that's a tough one there what does buyer intent really show Jared we're going to get into that in a second uh okay is that moonshine yeah this is a giant glass of moonshine that I drink during the webinars no this is pure water um okay creating a new list uh great we've got all kinds of stuff coming in well let's get this show on the road all right everybody my name is Josh Garrison and I have a great webinar for you today we're going to go through a few things some housekeeping I'll talk about myself for a second we're gonna get into automation I'll spend a few minutes in slides just talking about the why then we're actually going to hop into Apollo you guys know the drill I'm going to show you how to build plays to automate some of your processes and then we're going to do about 15 minutes of q a so Let's Do It um if you guys don't know already obviously this webinar is sponsored by Apollo that is my employer it is the world's only end-to-end sales engine and if you don't have an account you can make one for free at apollo.io some housekeeping items we are recording the webinar you will get it as soon as the webinar ends actually if you rejoin this link to goldcast it will take you to a recording um I do try and keep an eye on the chat box uh but please drop your questions in the Q a tab we have the world's greatest with us and some other Apollo folks who will be answering your questions live and I will actually hop over there to take questions at the Q a and please do not spam the chat uh if you have a product or service to sell use Apollo to do that uh in emails and phone calls and all other ways if you spam the chat we will boot you and we will bam you forever um okay let's get into it so who am I and why am I talking to you my name is Josh Garrison I'm our head of content marketing and customer education here at Apollo and I spent the vast majority of my career as a sales leader managing teams of various sizes and using tools like sales Loft and Outreach Apollo Zoom info Salesforce you name it I did a lot of automation as well which is something I'm really excited to share with you so why are we talking about this all right you guys work in sales you know time is money and the more time that you spend doing things that uh don't lead to a deal closing the less money you're going to get in your pocket so there's a reason that I'm wearing this beautiful shirt today uh it's because automation is one of the only ways that you can go on vacation as a salesperson and still hit your quota you can automate all that work that you were going to do while you're sitting on the beach you can't go on vacation forever you have to come back at some point but automation can really take a lot of the heavy lift off your plate and I happen to be going to Cancun tomorrow very timely so what's crazy about that is the only the average sales rep this is ing to Salesforce who studies this a lot they only spend 28 of their time selling that's a little insane put that another way out of every hundred dollars you have 72 go to something other than making you money you might as well just be shoveling your money into a furnace so what do you do about that the answer is you automate what you can and McKinsey who are you know a bunch of people with really fancy degrees and stuff they claim that you can automate at least 30 percent of everything your sales team does I think the number is probably in that ballpark so I'm not going to argue with it and let's take a look at what that actually looks like this is probably your day-to-day today or if you're managing a team this is probably your team's day today about a third of your time goes into selling sending emails making calls taking demos the rest of the time goes into things like list building data entry writing emails all that kind of stuff um going into internal meetings whatever so if we can change the Paradigm here and automate let's call 30 of what you do you can now spend 58 of your time selling sending those emails making those calls taking those demos building your pipeline and have way less time have to go to things that don't directly just pay you uh okay everybody said I froze um or not everybody I've seen a few people saying I'm frozen are you guys uh am I back not frozen back now okay so we're gonna try and automate as much as we can yeah ignore the numbers here guys I was just uh you know making a slide don't worry about it so what are some of the most impactful things that you can automate let's talk through them I'm going to talk through four today and I'm going to show you how to build four of them out the first one is the most important in my opinion it's reaching out to your inbound leads automatically so let's talk about this ideally you are generating leads not just through outbound but through inbound as well on your website right and if that's the case um the speed with which you get in touch with your inbound leads is incredibly important so this comes from the Harvard Business Review they did a study called the best practice of lead response management and what they looked at was how quickly businesses got in touch with their inbound leads and what happened what they found was pretty incredible if you got in touch with somebody within five minutes of them requesting information about your business or asking to talk to sales uh you are 10 times more likely to actually connect with them over the phone than if you call them at 10 minutes okay so if you call them within five minutes you're 10 times more successful than if you call them at 10 minutes and why is that it's because when somebody is doing research on your company they're probably also doing research on your competitors and when they're ready to talk to you they're going to go to your competitors website and ask to talk to them as well and it becomes a game of who can go fastest right whoever gets to them first is most likely to win and you see that actually play out in the qualification metrics as well if you get in touch with somebody within five minutes of them requesting information about you they are 400 percent more likely to qualify than if you do it at 10 minutes and if you guys ever want to experience this for yourself uh go request uh like go to Zillow or Redfin and like request information about a house you're going to get a call from a realtor in like one second um and it's very similar for your business as well so that's the first thing I'll show you how to automate the second thing is how to surface buyers actively researching what you're selling using buying intent timing is everything if you came to my first webinar about building better lead lists you'll know I've talked about this before this is what your target audience looks like okay some of them have never heard of you some are aware of you smaller portion are exploring your solution and possibly your competitors some of them are comparing you to competitors as they're trying to make a buying decision and some people are ready to buy you want to hit people at the right time if you hit them when they've never heard of you this actually happened to me yesterday one of you I think probably in this webinar sent me as the first step in a sequence an invite to a meeting I'd never heard of them before I had no idea what their business did there's no way I'm taking that meeting it's just not going to happen pitching there is not ideal right and you also don't want to pitch too late if you pitch in comparison when they're already evaluating two competitors and you're coming in you know late to the party you're wasting some opportunity there so the goal is to hit people when they're in that exploration phase and they're looking for they're aware of what you do they're aware of the problem that they have but they haven't yet decided who they want to go with and we can do that with buying intent Okay the third thing that we're going to talk about is removing sequences uh removing contacts from your sequences um when they their contact information gets outdated this is incredibly powerful for email deliverability and I'll kind of show you what I mean so this has happened to me before okay and the first email of a sequence I I do a really good job of building my list I get 5 000 people let's say which is like way too many maybe I have a big team but we just use this number for an example so I get 5 000 people uh and I put them in the email one of my sequence and I built a great list in Apollo and I get no bounces and then a few days later I send another email and all of a sudden I get some bounces how's that possible the first email didn't bounce what happened why is this happening this is crazy what happens the third email you send now Apollo is smart right and it removes the 60 people who bounced on email too so you're only emailing 4 940 people but then there's even more bounces why does this happen it's because people are constantly changing jobs so if we can automatically remove the people who have changed jobs from your sequences we can lower the rate of bounces that you're going to have super important for your uh deliverability okay so uh let's keep going to the fourth thing automating literally anything using place so if you have done the right steps to set up Apollo integrated it with your CRM possibly integrated it with data from your product you can automate anything you want to automate and I'm going to show you how to do it so let's hop into the Apollo product and I'll show you guys how to build this out here I am in Apollo uh can you guys see the screen okay okay I'm keeping up on the chat some people are freezing some people are not okay we look good um one second let me just get my bearings okay so here I am in Apollo so the first thing I'm going to show you guys right is how to automatically work your inbound leads so going back to the slides now you might think I'm just gonna hop into plays and we're going to build it out unfortunately that's not the case we need to do a little bit of setup in order to make this play work so I'll show you how to do it we're going to start like so many of our webinars start in the top right hand corner when you go to settings and what we're going to do from settings is we are going to navigate over to Integrations okay so what we need to do to work our end on leads is we need to integrate our CRM with Apollo so that when a lead comes in inbound that comes into Apollo and Apollo knows that it's an inbound lead and you configure that by going to settings and Integrations for this example I'm going to use HubSpot we also have a Salesforce integration and if you use a different CRM we have a zapier integration and you can literally push anything you want with zapier from your CRM into Apollo okay so I'm gonna go to I'm going to click into HubSpot so this is my HubSpot integration this is already linked if you guys haven't linked your CRM and Apollo yet and you want instructions on how to do that go to knowledge.apollo.io this is our knowledge base and you can just search for you know CRM and it's going to pull up uh how to in how to link your CRM with Apollo but uh let's go back into here okay so this is HubSpot what I'm going to do is I'm going to navigate to contact mappings and these are Fields coming from the contact record in HubSpot into Apollo and what I'm going to go I'm going to go here to custom Fields so this is what we're doing we're going to create a custom field in Apollo that tells us when our leads are coming in that are inbound okay so um I did that already with this lead Source but I'll show you how to do it from scratch it's pretty easy you just hit New Field so again I'm in contact mappings Custom Fields I'm going to hit New Field and I'm going to call this like lead Source something like that whatever you have in your CRM you know if you if you haven't done leads somebody has set this up for your company or you have this already you're going to choose a type most often the type is a pick list which means it's going to pick from a list of values and then you get the option to check this box it says this field will map to a read-only HubSpot field it will only be pulled from HubSpot I'm going to turn that on what that means is that this is going to be one way HubSpot is going to push data into Apollo for this lead Source field Apollo is not going to push data into HubSpot that's what I want because these are inbounds okay and if you guys have questions on this put it in the Q a tab not in the chat tab because it will get buried put it in the Q a and I'll try and come back to it at the end I already did this for a lead Source field so I'll show you guys how I've configured that it's right here I'm going to click on it so I called this field lead source and out of the box HubSpot gives you a field called latest Source it's not ideal but I used it as an example latest Source has all of these values associated with it organic search page search email marketing these are all sources where somebody can come to your site from and I've added one I've called inbound I'm going to use this as my lead Source field to build this play okay if that was a little quick for you I'll try and come back to this at the end of course we're recording the webinar so you'll get to watch this again but the tldr here is go to settings go to Integrations connect your CRM and then add a custom field once you've done that it's a little bit of setup up front that's going to save you a ton of time on the back end it's going to make you money on the back end we also need a sequence so what we're going to do right in a second is we're going to build a play to push people into a sequence automatically when they become an inbound lead and I have already built a sequence here it's Apollo lead sequence if you don't have a sequence you can hit new sequence even we have a template for you hit pre-built and scroll down there's one that says inbound sequence you can just use this template and modify it if you want but what I did is I built one and I'll show you what I did my settings on this sequence are very straightforward the first step is an automatic email as soon as somebody becomes a lead on my website I want to email them instantly with a link to my calendar and the way I do that is I set the deliverability settings to be zero minutes so as soon as someone is added to the sequence they get added into the into the uh that email okay um the second step is a phone call and that phone call is due zero minutes after the email gets sent and what I did here is I created the task for the phone call as a high priority task so what this is going to do you'll see how to do that here you just go edit and assign task priority High what that means is that when your reps get an inbound lead they're instantly going to get an email and then as your reps are in their home page on Apollo they're going to get tasks to call these inbound leads okay so now that I've done that I created a custom field to tell Apollo what my inbound leads are and now I created a sequence to add those inval leads to now we can automate it okay so I'm going to go to place and I'm going to build this play out so I'm going to go ahead and hit create new play I'm gonna get some water okay so you'll notice and I how did I get here I just uh I went to plays and top right hand corner it says create new play I hit create new play all right guys so you'll notice that there are a bunch of templates we have 26 play templates available for you and you will notice if you click through these and go to secure the meeting that there is one for instantly hitting new inbounds but I'm going to be real with you some of these templates need some love they don't all do exactly what you want them to do out of the box this one for example doesn't actually add people to a sequence it does some other stuff so we're not going to use it we're going to create a play from scratch so we just click that on the bottom right of this modal it says create from scratch we're going to make a play from scratch okay so now I'm here in the play creation Wizard and I'm going to walk you guys through how this works at the top it says Target type I can choose if this play is going to run to people or if it's going to run to companies obviously this plays for automatically working inbound leads so I'm going to choose people and now I get to name it and I'm just going to say automatically sequence inbound leads what does it do adds inbound leads inboundly yeah I can I can type to a sequence okay now I get to choose when this play runs okay so when does this play occur I can choose on a specific date or schedule or I can choose when a specific event occurs I don't want on a specific date or schedule because what that's going to do is it's only going to run this play every day or every week or you know on a set Cadence I want this to happen every single time a new inbound lead comes into Apollo from my CRM and to do that I'm going to choose contact created okay there's a whole bunch of different stuff that we can choose in this drop down menu for how to fire this play but contact created is the one that I want now I'll pause on this for a second if you have a lot of your contacts in Apollo already you'll want to create another play to do the same thing when the contact is updated and I'll talk you through that in a minute okay but for now we're just going to say hey these inbound leads are new they're going to come into Apollo from my HubSpot CRM so when that happens I want to add them to a sequence okay so when a contact is created now we have to use a filter because we're creating contacts all the time so we have to specify for this play which contacts are going to get added to the sequence so I'm going to hit add filters and this is going to allow me to choose from a whole bunch of different stuff Elsa sequences are included it depends on your plan and Apollo sorry guys I'm looking over at my monitor and just seeing the chat a little bit okay um so how did I get here all right so I chose contact created and now I'm in filters I'm going to hit add filters so what I need to do here you guys remember that that lead Source custom field that I made earlier I'm gonna go find it now so I'm gonna use that right it's right here it's going to say custom fields and I can add a custom field filter and I'm going to choose lead Source this is the field that I chose and now those pick list values are here so I can choose which of my inbound leads I want to include for this play for this automation okay so it can be any of the sources like let's say you know depends on how your CRM is set up maybe some of your inbounds are referrals and you want to have them go to a different sequence you know you could choose some or any if it's any of those values you could also just go is known and what this isn't going to do is it's going to say hey if there's a lead where we know the lead Source here meaning there's a value filled out include them in the play that works for my purposes right now so I'm going to do that and you'll see this has already returned one result look at this debroni this guy he's an ml lead he's right at a rock I'm going to hit save filters okay so I've now set up this inbound the source to go or this Play Rather to go win a contact is created as long as we know the lead source so now I get to tell it what to do okay so uh that's in the action setting of the play so out of the box plays gives you a couple things that are turned on the first is to create an alert to take an action I'm going to turn this off I'll show you what that does and it's I don't want it when I'm in home screen if I scroll down I have alerts on the left and I have tasks on the right I don't want it to create an alert every time an inbound gets added to my sequence because in the sequence that I made there's a task and there's already going to be a task created so I don't need that so I'm going to turn it off okay and now I get to automate an action so Apollo will automatically run some actions for you so I'm going to pick one from this drop down list of add contact to sequence now this is where stuff starts to get magical okay I can add a contact to a sequence and I can choose the sequence and remember I built one earlier inbound lead sequence so I'm going to choose that one and now I get to choose who I want to send the email from and this is where this is like so beautiful I love this okay if your CRM is are already assigning an owner to your inbound leads and you have lead routing at your CRM you can just send it from the contact owner that data is going to come in from HubSpot or from Salesforce but if it's not and your inbound leads are just coming in and let's say you have a sales team right you have multiple people you can actually choose to round robin your inbound leads between your sales team right here at the play level okay and what that's going to do is it's going to let you choose what users you want to round robin in between and for me it's going to be me and Vance Maximus uh and so when the first lead comes in the email will go from me when the second lead comes in the email will go from Vance and it's going to trade off between me and Vance now let's say I was building a very similar play but for an outbound sequence okay if I if I'm outbound automating outbound reach I can also choose to rotate my mailbox so if I have five mailboxes set up in Apollo which we covered that in our deliverability webinar um I can rotate in between those mailboxes and the same for advanced so it's still going to go you know one lead for me one lead for advanced but it's going to rotate in between um uh are the mailboxes that we send so I'm going to turn that off because this is an inbound lead play I shouldn't need to rotate my deliverability should be good and now I'm going to hit save so I just built this I just built this sequence out y'all I mean I was timing myself I think it took us 10 minutes to build this sequence and as soon as I hit activate play as long as my sequence is turned on as well it's going to put the people who meet that criteria into that sequence automatically okay so we just automated reaching out to our inbound leads as soon as an inbound lead comes into HubSpot it's going to go to Apollo that email is going to get sent and you're going to have a task to call them you can't work leads faster than this uh without like just you know sitting and waiting on the back end of your website for something to come through so if you haven't set this play up and you get inbound leads I highly recommend that you do that I'm going to take a brief pause to catch my breath because I've been going fast I'm going to drink some water and I am going to move on to the next plate as well take a look at the chat uh you can find the past webinars on our YouTube channel speed to lead that's right Caleb can you get inbound leads without a CRM Melanie I'll try and come back to that Brandon appreciate you hype man okay let's keep going so how do we surface buyers who are actively researching your solution with buyer intent let's get into that this is money this is magic so I mentioned at the start of the webinar that I hate building lists and I hate building lists only because it feels like a lot of the time I know that these people aren't interested in what I'm going to message them right like I know they don't they're not looking they don't want it I'm just kind of building a list out and like hoping and praying for the best but now we have intent data and we can dramatically improve the quality of the leads we reach out to so I'm going to show you guys how to how to automate part of this process and end up saving you a lot of time we're going to go back to create a new play but this time we are going to use a template I'm going to go to new pipeline and I'm going to scroll down a little bit and I'm going to go for work companies researching your category and let's look at what this play does okay so what this play does is it says buying intent data gives you insight into which companies this is a key Point not people which companies are looking for a solution like yours so you can reach out during the early stages of research and build a relationship okay what does this play do it's going to add the accounts to a list it's going to assign an owner to relevant accounts and it's going to create a contact or an account task I'm okay with that I'm going to hit create and you'll notice this target type has changed the last play that we did was for people this one is for companies okay and we're going to be researching companies working companies researching our category this is already filled out for us from the template so now we have to choose when to run this play but unlike the last play I don't want to do this when a specific event occurs I want to do this every day so I'm going to assume that I'm managing a sales team maybe I'm managing an SDR team what I want is I want my team to come in in the morning and have a task where accounts that are that we know are researching what we're selling are they have a task to go add somebody to a sequence from that account that's what I want and I want this play to run at 5am every morning so that my earliest bird SDR who's gun and hard for a promotion and really trying to get uh over 100 attainment to quota they're going to have fresh leads served up every single day so I'm going to run this play every day at 5am and it's never going to end okay now I'm gonna scroll down and we're going into filters okay so what segments should be included I'm going to disable this tips because it's like all up in my face and I'm going to hit edit filters so very similar to the last play right this is where we're deciding who this play is going to run for and if you scroll down we can hit buying intent that's what we're using to generate uh that's what we're using to generate these leads I've already added one I've added graphic design service providers but I'm going to hit edit just so you guys can see what this wizard looks like okay I can choose up to six topics unless I talk to our sales team which I will run a poll later in the webinar to get you directly in touch with our sales team where you can get more topics and you can see that there's a ton of topics available 1600 topics and what's Happening Here is we are looking we're you know buying this data and and collecting data from the around the internet on who is looking for what who is searching for different things who is visiting different websites and we're able to categorize those based on you know different topics so for this example I chose Graphic Design Services providers so if you are a graphic design agency or a marketing agency who offers graphic design and you chose this when you hit save what we're going to do is we're going to find companies that are in your saved list that are in your target Persona right that you've already done some prospecting on but we're going to surface the ones who are looking for a graphic designer or looking for a graphic design service I can hit save and now I'm down into actions okay so what do I want to do here create an alert I'm going to turn that off because I don't need an alert I'm going to create a task so what I'm going to do is I'm going to add accounts to a list so when a new account when we become aware that a new account is researching Graphic Design Services I'm going to add them to a list and I'm going to call it researching graphic design I'll hit enter and this will allow me to set the account uh this will add it to that list automatically now I can set a field if I want to do that I could create an ownership value for example if I wanted to set the account owner or I could set a custom field I could I could do whatever I wanted here but I'm not going to right the existing owner of the account instead I'm going to create a task for them okay so I'm just going to walk you guys through this again this is a play for companies researching our category every day at 5am when a new company is known to us who's researching Graphic Design Services I don't know why this says marketing automation I'm going to be real to you I don't know why but when it's Graphic Design Services which is what we selected we're going to add it to a list and then we're going to create a task for the account owner okay and that task is going to be high priority and it's going to be due in one day the next day and it's going to say find a great lead at this account they're looking for a graphic designer and then I can hit save and just like the last time I have to turn this plate on but what's going to happen now is every day at 5 a.m my sdrs are going to get a task whenever somebody has uh whenever a account hits that buying intent criteria and is looking for what they're looking for or the looking for what we're selling rather they're going to get a task to come in here go to that list find a good lead and add them to a sequence okay now I can chain plays together I could build this play to create to add people to a list I could build another play to prospect people at the companies on that list and automatically add them to a sequence that's where plays really starts to get mind-blowingly powerful it's not just what can you do with one play it's how can you chain plays together so that they're they're working to automate more and more and more of your process and if you're not sure how to do that say yes to the poll at the end of the webinar we'll get you in touch with our sales team they are experts and they will help you get set up okay now we're going to the third play that we've talked about removing sequences or removing contacts from your sequences when they become outdated so I'm gonna go back to plays I want to drink some more water I want to take a look at the chat let's see how do I get leads I tried calling emailing people from Apollo not a lot of responses yeah that's a good question um well I would say there's a lot of variability in in how to get leads like if you're looking for inbound leads you know build a website do some marketing activities that's like a whole other topic um for going outbound I would say like email is a very powerful tool it's not your only tool right if you go into Apollo like we have a calls Tab and a dialer for a reason cold calling is a very very powerful way of getting in touch with people and if you use calls and emails together they warm each other up your emails will have a higher reply rate and your calls will have a higher answer rate so if you're just sending cold email um and you're not seeing the results that you're looking for I would recommend to add calling in but we're not a q a yet you can't distract me I'm coming back and we're going to go into this next play so I'm going to plays and I'm going to hit create new play we're going to use a template again and this one we're going to go to system update and this one is end sequence for outdated contacts I'm going to hit try it okay what does this play do it's going to finish outdated contacts from any and all sequences and create a task so I'll walk you through it I'll hit create so this play again this is a people play right and uh it's for ending sequence for outdated contacts and it's going to happen when a specific event occurs because I want to pull people out right away I don't want to pull people out on a specific date or schedule and what that event is is contacts who have changed jobs or their email status has changed and there's new data available so because I use the template this is already filled out for me this is pre-filled out but if I wanted to add another layer of filtering I could just hit add filters or edit filters and I can choose from any of the 65 plus different filters that we have in Apollo okay but this one's already done for me so I can just say you know yeah they've changed jobs they've got new data available I don't want to email them I'm going to get a hard bounce that's going to hurt my deliverability I want those people out of my sequences so I'm going to turn off this alert thing again I don't know if you guys can tell I don't love this I just keep turning it off no you know that's just me uh and then I'm going to go down to automate these actions so what is it going to do finish contact sequences and I can choose the scope I can have it Mark all sequences finished or just a specific sequence so why would I do that because maybe um maybe some of the people are in any call only sequence right if you're in a call only sequence just because your email has changed doesn't mean I can't call you now maybe you know maybe you still want to pull them out it's up to you but that's why we have it like this I'm going to leave it as Mark all sequences finished so if Apollo knows now how do we know this right there's over three million people contributing to the Apollo Network and we're getting data from all over the world all over the Internet to keep our contact information up to date so when somebody else in the network gets a signal that hey this person's email has changed maybe they got a bounced email right or maybe they got an email from them at their new job whatever the case is you can benefit from that by using this play if you're not using this Play Use It Go build it right after the webinar it's super easy we're going to finish contacts from the sequence and then I can choose whether or not to create whether or not I want to create a task and I will go ahead and create a task and what I'm going to say is hey we removed someone from this account from sequences because they got a new job please go find someone else and now your team they're going to have this task it's not the highest priority task in the world it's media maybe it's low priority is super important in tasks like a whole other topic but I can set this as low and I'm going to hit save changes and now look at this we're flying guys we built three plays three automations this is fire I'm gonna hit turn on and now we're going to turn on we're going to take out people uh who are outdated from our sequences improving our deliverability reducing our bounce rate okay now we are almost done before I get into q a I'm gonna go back into place and we're going to talk about the fourth thing automating literally anything okay how do we do it gonna go back to create play and create from scratch um hopefully you guys should have some idea of the power of place right now but what I really want to talk through at this moment is the things that we can uh can we can set on configuration there's a couple of there's some like really powerful things here let's say for example Taylor had asked earlier like hey man nobody's like replying to my emails okay well typical email sequence I'll have maybe 30 opens and like two percent replies if you're like not super great at writing copy because you haven't been to our webinar that will be on May 31st about email writing but maybe that's what you're getting so you're actually getting a fair amount of people opening your emails they're just not replying I can come into Apollo I can build a play that when somebody opens my email from a given sequence or from any sequence from any from a given person or from anyone I can add them to a call only sequence or I can create a phone call task so as soon as somebody opens my email I can create a task oops that's an account task I want to create a contact task let me see if I can find it bam create a contact task for the owner high priority follow this dude he opened your email damn and now I'm sending emails only in Apollo and maybe I like hate cold calling and I'm like not willing to grind and I don't want to do it well now I can just create a play that's going to create a task that when somebody opens my email call them and they're way more likely you know when you call them and leave a voicemail and you say hey I just sent you an email this is this is Josh call me back they're more likely to call you back um there's so many things that you guys can do using plays it's incredibly powerful that's it I there's so many other things you know I could spend all day talking about this I just encourage you all to come in here and think about what you can do and if you're not sure how to get the most out of it again I highly recommend you talk to our sales team so here's what we're gonna do I'm gonna take your questions we're going to do q a but while the Q a is happening I am going to run a poll oh the poll is running would you like a personal demo of what we covered today somebody's running the poll I don't know how we did that um vote on the poll y'all uh I you know this is uh I don't get to work here anymore if you guys don't say yes so if you want a personal demo say yes if you like me say yes uh but I'll get into the chat okay so chat yes yes yes okay don't say yes in the chat go to the poll and say yes on the poll uh you you if you say yes in the chat we won't see it so let me go to the Q a why do you use Apollo and not HubSpot sequences directly yeah that's a good question so I think that Apollo has more power in their sequences than HubSpot um there's more that you can do there's more personalization uh and we're tied directly to the prospecting data so anytime you're pushing data from one tool to another you're creating a lag time and a delay and you're creating an opportunity for errors so Apollo is end to end right you can get your data from Apollo and you can send your sequences from Apollo you can use HubSpot as your CRM where you manage the rest of the deal cycle I just think HubSpot is not quite as robust for outbound um should I always get a leads from a form I'm currently sending cold emails to strangers uh yeah I think inbound is always better uh you know inbound leads like when I was working in sales we would fight over the inbounds I really wanted those inbound leads so um I would highly recommend that you try and get some inbound flow going as well uh can you send a message to be connected contact on LinkedIn through plays uh I'm actually not entirely sure let's let's see what we can do in place I can fire a play from any of these things and I can have the play yeah I can do a step connect I can have it do a message I can have it oh that's just for a task let's see you know I'm not entirely sure I would say yes to the poll and our sales team will tell you I know we can automate a lot of LinkedIn but I also know that LinkedIn automation is a little tricky so be careful with it is intent data available for b2c yeah there's like 1600 filters available for intent data some of them are b2c for sure so you can absolutely do that um okay let's look at the chat um oh wait no I was in Q a uh how's the second play finding contacts at accounts researching your topic okay this is from Savannah so yeah like I mentioned intent data we're basically pulling data from a bunch of different providers across the internet and this works very similarly to how like ads are shown to you on Facebook right they're they're aware they're buying data from all these uh websites they're aware of what you're looking for and what you're interested in and that's how they Surface ads to you it's the same concept but for outbound sales super powerful how long would you wait before the follow-up email in a sequence I have it set as three days then seven days uh this is from tamas I like that actually so I try not to email people more than once a week uh so my typical email sequence is three steps over 21 days email one on the first week uh five or six days later email two five or six days after that email three factor in weekends you get at least a week in between that tends to have the best results for me but the next webinar I'm gonna do is on email copywriting and on using AI to help you write emails so I would attend you I would uh encourage you to attend that as soon as we get that up of course we'll send you an invite um how many emails do we need to have in a sequence for a decent result I think less is more Rahul so you know if you're just sending a ton of emails to somebody it's like a certain point you hit that you know the definition of insanity is uh trying the same thing over and over again and expecting a different result the more times you email somebody and they don't reply to you the worse your deliverability is going to be over time because you're just going to start Landing in spam so I think three emails is plenty in a in a like one month period And if you you know you should then be adding cold calls or LinkedIn touches or you know both as well uh if you get zero to no responses to your email sequences this is from Mark you're doing something wrong so maybe you're emailing the wrong people or maybe you have a bad copy in your emails I you know it's hard to say exactly what's going on there uh okay I'm gonna take a few more questions um can you help me about spam yeah go to the poll we should have a way to do the Takeover for the poll right and have the poll take over the whole page I'm not sure why that isn't happening um oh it's because I'm presenting oh let me stop bam here's the poll all right if you guys haven't voted on the poll yet now you have to vote on the poll I totally messed that up so I know there's some of you in here who haven't voted there's 864 of you in here I'm gonna publicly shame you until you vote on the poll vote Yes vote Yes for Josh and not just go show us football um okay so chat uh the accuracy of buyer intent data it's pretty accurate uh Augusta is asking does Apollo work for b2c lead gen Apollo works for a lot of different stuff but honestly b2c like come on let's you're sending call the emails for b2c that's going to be hard this is gonna be really hard so you know most people do marketing or they look for inbound they do advertising they do something else for b2c make a play to anyone added to a list go to sequence all right I can show you how to do that Maxwell so I'm gonna go for people so let's say I did uh I'm gonna build a play right let's say I built a play already to add a certain list of people to a sequence or to add people to a secret or to a list sorry I'm all over the place add to a list I'll show you how to do that so I'm gonna say hey uh when a specific event occurs or like let's say every day um bam every day at 5am I'm gonna add people to a list okay what I'm going to do is I'm going to build my list here and if you have the right account if you've upgraded your Apollo account you can do this for net new contacts you don't have to go and save them first I have not upgraded my account uh so I have to go through this process but so we're going to come in here and what I'm going to do is I'm going to build out my list of like my criteria of who I want to add to the list so maybe I've already built out a Persona and I can just say like hey I'm going to add my chief marketing officer personas anybody who meets that criteria we're going to you know have those people I'm going to hit save and what I'm going to do with them is I'm going to turn this off and I'm going to add them to a list uh two contacts list okay and I'm gonna pick it let's say like outbound so what I've done here oops so what I've done here is I've said hey every day anybody who meets my criteria of being in this Persona I'm going to add it to a list okay and I hit save changes now I can create I can create another play I'm going to create from scratch I'm gonna go people email people on that list when a specific event occurs or every day whatever that's fine I'll just do every day um when people are on this list what did I call it I don't remember New Leads let's call that when people are on this list add them to a sequence and now I just created two plays the first play is going to automatically find people and I'm gonna round robin it between me and Vance the first play is automatically going to find people the second place automatically going to add them to a list and I can turn it on bam I just automated some of my sales process I'm not sharing my screen you guys are amazing this is hilarious I turned off a screen share and then I totally forgot wow classic okay great job guys uh here's what I did the first I just wasn't looking at the chat that's so funny all right this is the first play I made uh the first play I made was add to a list so this place says people add to a list on a specific date and it's going to I chose a filter for personas so I just said hey anybody who meets my Persona I'm going to do something to them and what I chose them to do is I do a list and I called it outbound okay and I hit save changes then I created another play email people honest so this place says hey it's people I'm gonna email people on that list every day when they're on my list it should be here um I don't I don't think it's showing because there's nobody actually in it I don't know why it's not showing but you would choose the right list from this drop down and then I would add them to a sequence and I choose the sequence and so now I just chained those two plays together right the first play added them to a list the second play added people from that list to a sequence sorry about that y'all that was crazy it was hilarious it's like why is everybody dropping a gif in the chat that's super funny I'm gonna take one more question um okay first period frustrating now it's the most wholesome chat ever yeah what do you recommend to successfully send messages on LinkedIn using plays I wouldn't like my take on LinkedIn guys I if LinkedIn shuts you down you're dead on LinkedIn um and they're really aggressive about it so the Chrome extension the Apollo Chrome extension has automations for LinkedIn say yes to the poll and talk to our sales team about it they know way more about it than I do they use it all the time I can do a webinar on it later but my take on LinkedIn is I would rather have a task that then I go to LinkedIn and I manually execute then automate everything because LinkedIn is like super on top of this they're trying to keep automations and bots off of the LinkedIn platform and they will catch on to you eventually and then they will shut you down and then your LinkedIn is gone and it's you know that's not super helpful like I don't I don't want that for me uh well I'm now seeing all the messages like share your screen share your screen that's super funny sorry about that okay the recording will be uploaded right after this um I'm gonna take one more question uh mitt thanks for coming the last question I'll take is okay here it is uh what's the biggest competitive advantage of Apollo over Outreach this is from dealer I would say Apollo over Outreach Outreach is really good at sending emails and letting you like dial people and they have some tools associated with that Apollo is really good at everything you can find people you can send them emails you can call them we have a conversation intelligence feature which is essentially gong that's coming out you can build your automations you can enrich your CRM you can do everything in one place and it's way cheaper right which is also a benefit so I've used Outreach a lot I was a beta user of Outreach I don't have anything bad to say about Outreach but if I had to choose one platform I'm going to pick Apollo I get way more bang for my buck and everything is in one place that's what I would say all right y'all the next webinar is on email copywriting we do these live which is how you can have funny stuff like me building plays and not sharing my screen I really appreciate your time I hope you all have an incredible rest of your day and I'll see you at the next one it's on May 31st we'll send you an email about how to write incredible sales emails thanks everybody have a good one