Empower Your Business with Easy and Cost-Effective Customer Prospecting for Technology Industry

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all right hello good morning good afternoon good evening depending on where you are in the world uh I'm Josh Garrison it's a little bit before the top of the hour we're going to get started what's up Cameron we're going to get started in a couple minutes but while we are uh getting all of our ducks in a row uh we got a little Icebreaker for you and some of you are already in the chat we're gonna do this in the chat I want to know and I'm this is live y'all not pre-recorded I want to know what's the biggest issue you're facing when it comes to finding leads so drop it in the chat that might give me an opportunity to uh to address some of those problems specifically but we've got a lot we're going to cover today I'm really excited to get into it phone numbers Ivan yes verified emails yeah I feel that uh 74 employee leads they don't populate um dig into that a little bit let's see I'm having fun with this hello Mark hello from the Rockies I try and stay west of the Rocky Mountains myself uh anything that happens east of that yeah it's not my problem right okay um trying to coordinate with sales nav that that's actually going to be something that Craig we're going to run a webinar later in the month or maybe the beginning of April we're going to talk about uh engagement overall but including LinkedIn um recommend registering for that when you see that come up okay so we're going to give people a couple of minutes to filter in uh if you're new you just joined us hop into the chat tell us where you're from and we've got this Icebreaker question going what's the biggest issue you're facing when it comes to finding leads if you guys see me looking off to the left it's because I have two monitors and I can only see the chat if I look to the left so it's not just because I want you to see me in profile view though of course you know maybe this is my good side um okay what do we have here we got some folks in from Argentina from Paris from Paris I think is maybe the better way to say that any Integrations for Zoho CRM I'm gonna let Radu and zir answer those questions so okay we've got we're T minus one minute team yeah you got an answer for that I'll take any answer I mean any questions they have you know in your chat cool and that's what I was about to say so we are live uh this is not pre-recorded uh we also have so we have myself I'll introduce myself in a second we have two other folks from the Apollo team here to answer your questions drop your questions in the question box uh in the bottom right hand corner of your screen there's a little question tab it's just impossible for us to keep up with the chat but we'll try and get to the questions that we can in the question box we'll give about 30 more seconds before we get started yes you will get a recording of this okay so um if you have to leave I will be offended but we'll still email you the recording and you'll be able to watch it at your leisure hi from Sweden Emil is that how you say it welcome must be it's evening for you all right y'all let's get this show on the road grab your tea grab your coffee uh buckle up let's do it so uh if I can get this slide to work okay we're gonna run through uh several things today uh we're gonna talk through some housekeeping I'll talk about myself one of my favorite things to do and then we're going to get into the meat of it um I'm we're gonna get out of a slide deck we're going to get into Apollo I'm going to show you five ways to find better leads and then we're gonna hop into one of my favorite topics sales automation I'm actually going to show you how to automate your prospecting overall um bonus special bonus for you guys who are here today we have two brand new betas that I'm going to show you and you'll have the opportunity to sign up for and then we're going to leave plenty of time for Q a at the end let's get down to business okay you know why we're here trying to find better leads and remove the manual work involved in prospecting I want to talk a little bit about the why oh I didn't talk I didn't talk at all about myself uh okay about me well where where is that here we go okay got my slides mixed up that's all right like I said we're live uh so I'm Josh Garrison y'all I am the head of content marketing here at Apollo and I know you're probably like what why is a marketing guy talking to me about leads they're the one who sends me the bad leads well I'm also a recovering sales leader I was early on in the game of sales engagement back in 2013 you know beta user of tools like Outreach and sales Loft um and I've been a sales guy for most of my career so now at Apollo I get to write about sales about outbound about sales automation you can find me on LinkedIn you can just come to these webinars I'll probably be in more of them um a couple things one thing I'd like to share and I wish I had this webinar years ago I started my own company and I had almost no money to get started so I got a free trial of one of uh Apollo's competitors it rhymes with boom info and I manually copied and pasted 2 000 leads from that into a spreadsheet those are the people I outbounded closed a couple hundred G's of Revenue in the first few months and I got off to the races I wish that I could get that time back and just use Apollo to do it but you guys will learn from my mistakes I want to talk a little bit about the why before we actually get into Apollo so of course outbound success depends on lead quality I don't think that's going to be something that's uh too too controversial for any of you here but I really want to dive into the math behind this when you look at the lead funnel because your lead data is at the top of your funnel a small impact on the quality of the data here is going to have a big impact in the output at the bottom of the funnel and I actually have a slide where I break down what that looks like so let's say you have a thousand leads you find in Apollo but only 70 of them are verified your sdrs or if you are the SDR you're going to work all thousand of those leads but 300 of those is is wasted time and effort right it's only 700 let's say you're doing a cold call campaign only 700 dials go through if you connect a 30 rate because you're really good only 210 conversations are held if you book 20 of meetings because your elevator pitch is so money you're going to have 42 meetings held and closing at 30 where you'll close 12 deals so this is where I take issue with something we hear in sales a lot people say sales is a numbers game it's not it's a math game because if you're able to make a 10 impact and the verified rate of your leads at the top of that funnel you're going to have a 16 impact in the number of deals that you close because of the way that funnel is structured so you're still working a thousand leads but you're getting more connects more conversations more meetings and more deals out the other end and that's just what the 10 increase from 70 to 80 we're going to cover a bunch of different ways hopefully we're going to try and get that number even higher so obviously you want to work better leads to improve your your funnel right but how well I talked already about verification we're going to go into detail about that another thing I think doesn't get enough play is timing and hitting people at the right time and I want to show you uh just the way I think about this so you've got a hundred perfect leads here they are at any given time only two percent of those people are actually looking for what you're selling and uh in my career this is Hell true and it may not be two percent let's call between one and five percent now you can spend all of your time energy and effort turning somebody who's a no into a yes or somebody who's who's not interested at all in what you have into somebody who's maybe interested that's not going to yield you the kind of results that you want instead what you should be trying to do is change the percentage or change the composition of your outbound list from you know random people of which two percent are going to be looking to more than that you know more of that two percent and the the key thing to keep in mind here is that who those two percent of people who are looking for your solution are they change over time because the buying cycle goes through its entire process so the two percent of people looking for what you have in January are totally different from the two percent of people looking for what you have in March or in June or in August so the name of the game at any given time is to increase the proportion of those interested people into your you're into your outbound Cadence and therefore make a lot more money it sounds you know it makes sense logically it's a lot harder to execute in practice but I'm going to show you guys exactly how to do that so we're going to hop into Apollo and this is live y'all so bear with me I'm not I didn't prepare you know too much because I want you guys to see exactly how to do this in your Apollo instance if you're not an Apollo user uh recommend you sign up we're going to run a couple polls we'll give you the opportunity to do that so this is my home screen here on Apollo I'm going to show you uh we're just going to go over here we're going to go into search and we're going to talk about the five ways to find better leads and I'm going to throw you some bonuses we might actually talk about six or seven so a couple things here first of all um you you're probably operating a lot out of this left hand bar and I just want to touch really briefly on a couple ways to save yourself some time if you come and spend a lot of time prospecting as I'm sure you do if you haven't used personas in Apollo before I highly recommend it what a Persona is is basically a way for you to come in here and I just clicked on manage persona's new persona and you'll see what I'm able to do here I can Define say I want to make a a list of people who meet certain criteria that I can quickly reference later on so if I wanted for example to make a list of Founders I say I have a I know I'm selling the founders often I'm going to create this Persona of Founders uh you know in a certain industry or whatever Founders in the accounting industry let's say okay I've got seven of them I can save this Persona and then if I want to come in here and use some other filters later I can just quickly reference that one Persona and then add other filters on top of it like location a number of employees or whatever that doesn't count as one of the five ways to find better leads don't don't feel like you're getting shortchanged here I'm going to show you the real deal so one first thing if you're working out with a sidebar here you're you're causing yourself probably some unnecessary frustration come down here to the bottom left hit this more filters button that's going to show you all the filters available in Apollo so that's tip number zero doesn't that doesn't count either all right you're going to see that we have over 250 million records in Apollo I want to talk about a couple things here so this is a living breathing database we are constantly updating who's in Apollo every month 60 million records get updated and 2 million records get added so if we talk about finding better leads one of the best things you can do is to come down to this miscellaneous section and start off with this filter date refreshed in Apollo and what you can do is you can set a time frame or you can set a date range here and I recommend you do now if you haven't seen this filter before I wouldn't be super surprised because it is relatively new I think we added this uh somewhere in the in the late last year maybe October or November so come down here date refreshing Apollo you can see you know if I just select the people who were added between the first of the year and today that's going to bring me down from 250 million to to 35 million so remember we talked about at the start of this sales is not a numbers game it's a math game I want to disqualify people as quickly as possible I want to only work good leads right so getting a smaller number here is better because you can do higher quality Outreach to a more targeted and refined list of people so I'd recommend you play with this filter a little bit but if you really want to be you know making sure you're only working people as they get refreshed with the most up-to-date data be aggressive only work people update in the last 30 days 60 days whatever you want to do here that's the first filter okay so I said I'm going to show you five ways to find better leads here's number one I know a lot of you people went in here um and asked for uh you said you're having trouble with verified lead information accurate lead information this is one way to improve that the second way is this filter just to the left email status so I want to talk through this a little bit um so verified this means we're pretty sure that this person that this is their email and you can if you want to really be uh you know a stickler for for quality and verification only look for verified emails right here you can see we went from 35 million just a little bit under 13 million by adding that one filter um if you find yourself hurting for leads you can add this guest filter here but I'd recommend you keep that confidence level above 85 and the way we arrive at a guess is we basically look at um the pattern for a given domain name so you know what Apollo first name dot last name at apollo.io that's a pretty well established pattern um we'll try and you know apply that pattern to the person that you're trying to reach out to and the more data we have the higher confidence level we have so you can play with that filter a little bit but so we promise I promise you five filters I've given you to date refresh and Apollo and email status okay the next thing I want to show you this one actually took me a while to figure out so when we talk about timing if we think through when is somebody most likely to make a buying decision to me um it's it's typically when they're pretty new in the role maybe not in their first month at a new job right or their second month but by the third month the fourth month they've been established they've kind of got their head around what's going on at the company they're at and now they have to prove themselves and they have to make sure that this company knows that they were worth hiring and one of the ways that they do that is rip out whatever was there before and put in new stuff this is a great opportunity for you as a seller to hit people at a good time and you know they're buying decision making process so the way this year's and current role Filter Works is actually interesting if I put zero to one you might think intuitively that this is only going to find people who are in their first year at the role but you'll see that that's not the case this could be the number two here how this Filter Works is it's going to take people who are in their role up to the next whole number so anyone in this case from just started to two years so if I run zero to one wanting people who are brand new on their role I'm going to get people who've been in their job up to one year and 11 months what I'm going to recommend is go zero zero and that is actually going to show you only people who were in their first year at their current job um Carly yes uh recap notes will be provided you'll get also a recording of This saw that that question in the chat so years in current role this is huge y'all um I highly recommend you consider this especially when you're break trying to break into a new account you're establishing a relationship with somebody for the first time there's a lot of personalization you can do just based on this one filter so you can uh come in you can go to this filter and you can just say hey hit me people who are new in the job and that's going to significantly narrow down your list but it's also going to give you people who are more likely to be buying okay another thing I want to show you so let's talk about let's talk about something y'all uh we've all done it you get a job at a small company maybe you're the only salesperson maybe you're the only marketer and what's your title it's not salesperson it's director of sales right it's VP of sale this VP of marketing those are those may be the leads you're after but if you're targeting buying personas of people who are in management roles or leadership positions that's probably not who you really want this total years of experience filter this is new as well this was added last year yours in current role this is also brand new I forgot to mention that this is out in like December um total years of experience this was added a couple months ago as well this is pretty straightforward but it does I think the same logic apply here in terms of zero to one is going to give you two years right so um I I'd recommend this in terms of narrowing in on the right Persona so if I'm looking for like this happens a lot if your SDR selling the sdrs right you might have business development as a title that you're going after um Business Development can mean many things to many people it can mean you make strategic Partnerships at the highest level it could mean that you're cold calling all day trying to set meetings for an AE one way to narrow down within that Persona is to say hey I'm after that strategic Biz Dev person I'm gonna go five to eight whatever the case may be right so you can see already we start at 250 million I haven't even added any titles or anything I've just been trying to go off of date refresh the quality of the data how long they've been in their job number of years of experience that somebody has I'm already down to 500k so now I'm going to go ahead and we'll add some filters that don't count towards the five uh that you know this narrow this down a little further to make this as real of an example as I can we're going to say VP of marketing so let's say I'm selling into VPS of marketing and I own a staffing agency or a recruiting agency um I'm just going to make that up because I think some of you all do that here the next two filters I'm going to show you which are going to get us to the five ways to find better leads are head count growth this is new as well okay so head count growth uh what this is looking at we're looking at the total number of people who work at a company or at a given department at that company and we're going to show you and we're gonna we're gonna quantify how has that head count changed over time so you can use this filter y'all in two different directions right if a company is growing or an organization is growing obviously that's an indicator that you know things are ramping up um they're hiring people they're probably spending more they probably need help or if a company is getting smaller and shrinking they just lost head count they just lost bodies and resources so no matter what you're selling you should be able to use this headcount growth filter to push people into a sequence or into into emails or messaging that that uses this filter right and we're going to talk a lot about personalization and future webinars you guys know how important personalization is when you're reaching out these filters like this how long you've been in your role you can personalize based on that one filter you can personalize based on head count growth hey Bob I saw that your team is growing uh you know really excited about what you all are doing would love to chat something like that so we're just going to go ahead and we're going to say you know I want somebody who's grown 10 to 30 percent in the last six months that's going to bring me all the way down to 22 records now um maybe that's maybe that's uh too small for my list right so maybe I want to go back and remove uh the years of experience filter or something else but I'm going to show you the last filter that's new that's going to help you guys find better leads this is buying intent buying intent is so powerful um I remember when buying attempt first came out as a just like as a practice or as something that you could get there are companies like bombora that had it I mean they were charging five grand a month six grand a month just to get buying intent data you know this is back 2015 2016. you guys can get this in Apollo for a song okay this is only available for for people who pay for professional plan and above so if you don't have access to buying intent right now I'm going to run a poll at the end of the webinar we'll offer you a demo say yes to that and you'll get access to it but what this does how this works we're looking across the internet at the company level we're basically able to track you know and we use a provider for this called lead sift but we're able to track um who at a given domain or who would have given IP address is searching for different things on Bing or on Google or you know different search engines so what I mean by that is if you have a Target account we can say with a certain degree of confidence whether or not they're looking for things in a particular uh area of Interest we call them intent topics so if you're selling CRM software uh we can say hey does that organization are they Googling searches for you know new CRM software to use the example I started with recruiting agencies I can filter only by only by companies who are interested in recruiting agencies or staffing agencies so let's look at the filters that I've actually applied what I'm able to do right now is I'm able to look at a new VP of VP of marketing who's in their first year in the job at a company that's growing in the last uh six months between 10 and 30 percent who has a verified email and who is refreshed in Apollo in the last month this is insanely insanely targeted filtering I'm able to do where I'm able not only to increase the quality of the lead in terms of the verification of their contact information but I'm also doing things based on timing and timing is everything in real estate location is everything in sales timing is everything so if I apply these filters y'all are going to see that here we have it uh here's my 154 people and I can I can do what I want to do from here you know I can I can sequence all of them I can add them to a list I can export them put them in my CRM whatever I want to do here so I am going to I'll answer a question real quick Rochelle no there's literally thousands of buying intense uh filters those are just five or six that were pre-populated there if you're interested in buying intent get a demo seriously request a demo it's it's awesome we'll show you how it works exactly okay so I've been going like a mile a minute but we're not done y'all we're not even close to them we're going to keep going here so I promised you in this webinar five ways to find better leads and automate prospecting so let's talk about this there was a time in my career where I was managing an Outreach don't don't say don't tell Apollo I mentioned Outreach I was managing an Outreach instance for 60 sales reps okay across AES bdrs uh you name it inbound and outbound now when you get to that size and scale even in a smaller size of scale you know once you get to five or six people on your sales team if what you're doing is coming into Apollo building your list you know using these filters saving the search which I'll show you how to do you know if I wanted to get alerts let's say on this search I could say like you know EPS of marketing that are growing I could come in here I can save the search and I can say you know my whole team can see it and give me an email every week and tell me how many new people were added to this you guys you're all probably familiar with this if you're using Apollo um the thing is that's a lot of work coming in here prospecting manually building a list building a safe search getting an email now I have thousands of emails I have to go through and figure out new people were added that's a ton of work and you can actually just automate this you don't have to do this manually you can automate this you can automate it for yourself you can automate it for your team if you're a leader a team lead or a VP of sales whatever SDR manager um you can automate this for your organization you can automate it inbound you can automate it outbound and I'm going to show you how to do that in Apollo now I will say if you're using multiple tools here this is a lot harder so if you're using Apollo and Outreach or Apollo and HubSpot Apollo sales off you're going to have to have an intermediary party right you're going to have to have your CRM I'm going to push data from Apollo to my CRM to my engagement tool that creates API calls that creates triggers that creates opportunities anytime you have data going between one tool and another There's an opportunity for loss that opportunity for loss is going to cost you time uh and it's going to ultimately cost you money if you have everything in one place with Apollo and this is why I wish you know way back in the day I was on Apollo from the get-go when you have it all in one place it's so much easier it's radically simple to do it so I want to I'll stop stop drawing I'll show you how to do it it's a little hidden which is you know a good thing you guys came to the webinar so come up here you're going to go to your settings tab and what we're going to look at is on the left hand side actually also before we get into that um I do want to say before I before I show you what I'm about to show you with great power comes great responsibility y'all so I'm going to show you literally how to automatically find your perfect leads and add them to a sequence but if you do not have your SPF dkim uh your you know your domain settings if you don't have those set up your email deliverability is going to take a hit if you don't have a delay between your send setup that's going to take a hit you you've gotta you've got to go through and follow some of these rules you know lower your daily limit lower your hourly limit have a time in between sends I'm going to plug my next our next webinar we're going to bring three experts on deliverability and we're going to talk to you guys about how to do this so be on the lookout for the next one we'll talk about that I just want to shut that out so you guys can't you know don't hit me up on LinkedIn and be like I did what you showed me and now my my domain was trashed like fair warning so what we're going to do is we're going to click on place now this name what's SPF and dkim Rochelle come to the next webinar well we'll explain it okay so please this used to be called rules engine okay if you guys are familiar with other tools they might call something similar triggers uh if you're a Salesforce old head like me uh Salesforce would call these workflows but in Apollo we call them place so what a play is um a play is basically a series of automations and I'm going to show you the first of two things that are in beta we actually now plays is like kind of a wonkish thing and engines and temp and triggers all these are they really requires some expertise if all of this is kind of like you're like what is this guy talking about we are launching a Play library where out of the box we're going to give you automations that in like five clicks you can deploy for yourself or for your company uh and they do things like this ask customers for reviews hit up your no shows end a sequence for outdated context get ahead of renewals hit companies that are scaling the power embodied in these plays is unreal the amount of time it can save you is crazy zero is going to run a poll right now where if you want to if you want to uh join the beta to get these plays as Play library just say yes to that poll and you'll be we'll add you into the Beta and you'll see these but what I'm going to show you all right now is how to set up a play to automate your prospecting so I'm going to skip over the templates I'm going to hit create from scratch and what I'm going to do is I'm going to say like automatically hit PCS of marketing and this is going to you know the description in the play name are pretty good here but uh hits you know fast growing marketing teams um it's uh bear with me VPS of uh fast growing marketing teams okay so what we're going to do here is we're going to Target people you could also have this target companies if you wanted to but we're going to Target people and the play type here is going to be batch so I'll hover over this for a second so a trigger performs an action based on there's two types there's batch and Trigger so trigger is if something happens if something in and buy something I mean if a field changes if a Salesforce field or a field in Apollo or a field in my CRM changes then do a thing batch is going to be um something that happens on a Time basis and for our purposes we're going to use batch so what we're going to do now is we're going to add we're going to come down to filters now this should look familiar because this is what we just went through and in the search settings and if you're piecing together what I'm showing you this this should be pretty exciting so what we're able to do is I'm able to come in here and I can replicate the exact same filters that I had set up in my search now remember when I showed you personas at the at the top of the hour here this is the opportunity where personas save you a lot of time because if I had set up my Persona correctly I don't have to go back through and add all the new filters I can just come and choose that persona but let's say I didn't so I'm going to do this again uh job titles VP of marketing years in current world they're brand new and uh you know let's say you know we want somebody who has at least five years of experience and they're buying intent they're looking for recruiting agencies right so you can see it right we're we're getting down uh we're getting our records count down which is what we want so uh what else do we have head count growth we said you know we wanted a company that was growing 10 to 30 percent the last six months all right this is looking good oh did we choose a team if we didn't we should now we're choosing marketing okay cool uh and there was something else ah date refresh and Apollo let's not forget this is super important y'all you don't want to be hitting people who were refreshed a year ago wouldn't recommend it um you know stay accurate stay up to date on this verified emails only okay so what I've done here I've just removed myself from I've Zero Records found my filters are too tight so I'm going to change this here head count growth maybe we're just looking at companies that are growing faster I don't know why I killed that actually all right uh got me down to 784 records I'm sure I missed something I'm going a mile a minute but what I'm going to show you guys is is the important piece here I'm going to come down to action so I've just filtered down my VP of marketing um now fast growing companies verified email only all right you see it what I can do is I can say anyone who hits that who meets that criteria I'm going to add them to a sequence and I can choose the sequence from here this is incredible I used to spend so much time going in and uh creating lists pulling those lists out adding those people to a sequence it takes forever if I if I just click activate play and Save what will happen is Apollo will go it'll use a credit every time somebody meets this filter criteria it will add them to that sequence automatically and you don't have to do anything you don't you don't have to come in and manually do this uh you do have to hit activate and then you have to hit save I'm not going to do that because uh one of our Apollo sales reps is going to start sending a lot of emails if I do this um but there we have it just walk through for you guys okay so we're 30 minutes in and we have covered uh automating your prospecting we have also covered five filters you can use at least five filters you can use to find better leads but we're not done we're not done yet I'm going to show you something else okay so I'm going to come back in the home now this uh oh zero did you run the poll on the uh did you run the poll on the how to automate okay we ran the poll cool I'm checking freaking in John we'll send you the recording don't worry about it you'll see it share it with your friends okay so uh there's something that happens more often when you come into a new role at an existing sales team or existing organization what's going to happen this has happened to me so maybe it's happening to you come into a role and I've got a CRM already I've got let's say a hundred thousand contacts in my CRM and the company is established and there's this always a question you know if you're if you're a sales leader you're always playing this game where you're asked to commit to a number and you have some incomplete data right because you're you may be asked to commit to uh you know 10 quarter over quarter growth let's say you're at an aggressive company now that may be possible and it may not be possible and one of the determining factors and whether or not that's possible is the penetration that you have in your market right and if you don't know your total addressable market and if you don't know how many people from that market that total adjustable Market are in your CRM you're kind of out of luck right you're guessing and the last place you want to be as a sales leader is committing to a number that you're guessing on you don't want to be there I'm going to show you how you can uh not be there mark screen size and my speed makes it frustrating hard to see the screen I can try and zoom in I'm sorry y'all it's hard for me to keep up with the chat um okay so I'll zoom in a little bit my screen is big though so what I'm showing you guys this is brand new um this you come to home and you go to data Health Center now this is in beta what the data Health Center is is this is a way for you once you've connected your CRM to compare the the data in your CRM to the total Market available in Apollo and that's going to help you answer that question which is you know how many of our our perfect leads are even in our CRM what is our ability to penetrate further into the market so I'm going to come in here and select personas and I can choose you know multiple personas from here so let's say I wanted to do that I'm going to choose four personas what Apollo is going to do is it's going to show me what percentage of those people are in mycrm versus what's available in the market overall so let's say for owners if in this example I had 9 381 in my CRM but there are 2 million available on Apollo now I know that there's an enormous Greenfield opportunity here and that I'm not limited I haven't penetrated that market all the way right that I can go and I can commit to that big number the same thing for marketing leaders you know you can see it I've got 16 000 records Apollo has 602 000. this is really hard to find um if you don't this is really hard to find if in anywhere else like total adjustable Mark you know companies spend tens or hundreds of thousands of dollars hiring a firm to do research to find this Apollo gives it to you out of the box this isn't beta so I'm gonna pause xer is going to run a poll right now and um if you guys want access to data Health Center where you can find your Tam say yes in the poll we'll get you added to the beta okay don't say yes in the chat there's a poll so click the pull button uh down at the bottom okay that's more or less taken us through what I had for you in the Apollo platform now I am leaving I'm ahead of schedule so maybe I went too fast I apologize we can go back for things we're at this point where we're at a q a now some of the things that I've showed you today are only available if you're paying for Apollo if you have a professional or a custom plan um some of those things are the buying intent data uh job change filters uh automatically adding people into sequences of plays so we're going to run a poll right now and that poll is going to ask you if you want a personalized demo of anything that we covered so if you felt like I went too fast if my screen was too big if you just hate the sound of my voice or the way my face looks which I can't blame you it's request a demo you're going to get somebody else you won't even have to deal with me and we will get in touch with you as soon as possible but what I'm going to do now is I'm actually going to go I'm going to look into the questions tab we only we only have 113 questions uh and I'll see what I can answer here uh zero can we get that poll going for the demo let's make sure that's that's happening okay I'm gonna try and go through some of these how are you getting the buying intent data okay so we have a provider this is for hampus um hampus we have a provider called lead sift we're ingesting the data from them how they get it I don't know Blackmagic um no what they're doing actually okay so uh I hope I don't take this too far Australia what's actually happening here is there is a network there are multiple networks there are multiple networks of companies that that basically share uh data on you know when you when you go to a website and it says like hey accept cookies there are networks of people who use certain cookies out of the box okay they they buy this technology and you you can have a network of companies who all use the same kind of tracking technology and that gets anonymized and hashed or that gets sort of like you're not tracking on an individual level necessarily but to the organization level based on your IP address your domain or your location that's how this stuff is being tracked so if you go visit you know 10 websites all for CRM software for example um and they're all tracking cookies somebody somewhere knows that somebody from your company is looking for CRM so that's what that is okay if you're this is from Daniel Lucas if your contacts are already in a different sequence and your play sends contacts to another sequence we want to make sure the contacts don't end up in two sequences Daniel that's a good point in the rules engine or in the plays Library you can and I think out of the box Apollo does this you uh you can set that up whether you can't be active in two sequences at once so you won't double tap somebody you won't hit them twice um if you want somebody to show you how to do that hit the yes request a demo could we run through the data Health Center Again Luke stay on if we have time as I go through these questions I'll run through it again no problem at all how do I set the criteria for adjustable Market in the data Health beta okay Billy so this is not the total addressable Market is um man we've had two questions in the world let's just go back okay so what this is this is personas so you remember at the top of the hour I showed you if you come in here and you go to persona and go to manage personas you get to Define who your personas are so I can come in here and I can I can create a Persona so you know I don't know maybe I'm selling to um General Contractors or owners of general contracting companies whatever my Persona is you define it in this persona's View and so once you've done that and you've saved your your persona that's when you come back over here to home and you go to data Health Center and you can choose the personas you've set up on Apollo the other way to do this is account segments so you can actually create segments of accounts I believe you do that through companies um you may also be able to do this through your CRM so I think that's the value of data Health Center is it's really you want to be comparing your CRM to Apollo you want to connect your CRM to Apollo and then you're going to compare your data to our data okay your current plan only allows you to run a rule on saved contacts is that only for custom plans Paul requested demo my friend we will hook you up yes okay um what mic am I using well thanks a team glad you like the quality this is a rode A1 microphone um I like hold it up for you um great value for performance okay can we discuss the effectiveness a personal email versus commercial email all right Tim this is for Tim Davis I am going off the beaten path here um this is this is anything I'm about to say is my own opinion it does not reflect uh Apollo get that disclaimer out of the way look I get a lot of outbound emails okay I get people trying to sell me all the time don't hit me up on my personal email if you want to do business with me based on where I work hit my commercial email hit my work email if you can't find my work email get Apollo um if you hit me up on my personal email for something personal great if you're trying to sell me for my work through my personal it's just for me personally I've never seen that work well you're gonna get you're going to get a lot of replies but a lot of those replies are going to be negative you're going to burn the lead I wouldn't recommend it it's just not worth it and you don't need to do it because you can just call their cell phone number like for whatever reason this is like a weird I don't know why it's this way it's okay to call somebody's phone it's to me less okay to send their personalized email and you have so many opportunities available to you to get in touch with people LinkedIn email phone get creative Direct Mail whatever you want to do I'd stay away from it uh nazim runs campaigns for multiple clients one sells CBD oil but we only have categories for buying intents such as Beauty in cosmetics how can I find people that specifically want CBD Oil Museum that's a great question I don't have a good answer for you I can recommend that you request a demo though if you haven't already um okay are you able to do the play automation but have it auto populate a list in Apollo yes you can do that uh wow rodu you're so fast you already got there for me uh before me okay uh only under what function do I find the play function from the dashboard I'm going to show you again it's hidden so you go here go to settings come down here please and then uh that's where you find if you don't see this it's because you don't have the right plan say yes to the poll request a demo will hook you up okay tip for next time love to invite my svrs to the next webinar they're all non-native English speakers can we speak slower yes we'll work on that Beth my apologies um all right I'm gonna go through five or six more questions and then um I may let Roddy or zero pop in and if you guys if there's anything I didn't answer that you think would be helpful for the for the team or for the population of uh viewers please let me know could I elaborate from Dylan could I elaborate on the keyword search and how to best use it for the companies section okay so I'm gonna come into companies and see you know things that are uh particular to individuals are not available here more filters is so much easier okay keywords my understanding and I could be wrong I'm going to show you guys how to how to learn more about this well first thing I'd say is if you have a question about something Apollo we have an incredible knowledge base and you just search Apollo knowledge ways it's knowledge of Apollo and you can actually Search keywords and I'm sure this will pop up here oh I hope it pops up here um you can search for basically anything this is a this is a really helpful way company info filters bam there you have it this is a really helpful way for you to find exactly how these things work the logic behind them I'd recommend that you do that Dylan um so I'll point you to the knowledge base basically what it's looking for it's it's pulling data from a bunch of different places their website their LinkedIn whatever they have keywords that are in their company description we're going to pull you in there okay who's the provider we get buying a tip from we already did that how do you get emails Jude great question um I think there are a variety of ways we get emails but one of the ways we get emails Apollo is uh when you when you connect to Apollo you you share your essentially the emails that uh for the people that you have they share to the network and you benefit from everybody else who is an Apollo user knowing who they're emailing or rather the verified emails that they're communicating with as well um if you want more information about that visit our site there's a lot of different ways to get emails one thing I'd say about Apollo gdpr compliant uh we're one of if not the most ethical data provider that you will find so uh you can feel good about the quality of the data that you're getting how do I get buying intent vignette you need a custom plan request a demo we will hook it up Apollo is making this is from Pravana Paul is making my work too easy but one thing that I found many times the mail ID is verified but unable to deliver mail to that ID um okay so Pavan I think the filter that you want there is the date updated in Apollo um because what happens and a lot of the time when you get a bounce notification it's because somebody has changed jobs and um you know the half-life of a job depending on where they work and what industry they're in can be as little as six to nine months so your best bet there is that the other thing is something we didn't cover today is job change alerts that is only available for a custom plan I believe or maybe a professional plan job change alerts I would really recommend you request a demo here uh there's some there's some um finesse to using that basically if you have people in your CRM you try and hit them up but they change jobs you have to go through a bit of a process to update that so recommend you request a demo from it okay I'm gonna take two more and then I'll let you guys uh I'll let you all go um if you have something you're desperate for throw it in now what's my take on cold calling versus LinkedIn Outreach to book meetings okay Leo this is for you um let's look at it from two ways first way LinkedIn is going to is going to put a limit on you to the number of times you can reach out to somebody in a given day or a given week so uh in males is one way right but you know LinkedIn makes money you buy credits for email the other way is connection requests and I think the limit is 50 a day on connection requests um there's no limit on cold calls right so for me I would recommend call people it's harder it's way more effective than LinkedIn the way that I view LinkedIn and go if you guys haven't go to the Apollo blog we just dropped something that you're going to find I found it incredible there's somebody out there his name is Alex Boyd if you can find the blog go to resources go to blog right here Alex Boyd every time he posts on LinkedIn he makes thirteen thousand dollars he calls his method social selling we dive into it right here you can learn more from Alex directly and you can learn more from this piece on how to do it LinkedIn the move is not to be called emailing cold emailing people via LinkedIn that platform for something else I would recommend you cold call okay um Kathy is it permanent head count yeah I would say headcount growth um one of the big ways that we look at head count growth is not the only way but one of the ways that we look is based on the number of people who who say that they work at that company across social so if they're a contractor but they don't say anywhere on the internet that they work there it's hard for us to know all right are there any filters to find Mutual LinkedIn connections um Brandon I'm I'm actually not sure that may be coming um check out that blog post I mentioned though Alex has a couple ways of doing this that I'd really recommend you check okay lastly does anyone does Apollo offer one-on-one platform training this is for James yes request a demo we will hook you up we will get your team hooked up uh for you know custom plan professional plan we can we can set you guys up with knowledge base we can set you up with a demo we can set you up with what you need to know all right y'all we're at 45 minutes I hope this webinar was valuable for you I'd love you know maybe we can wrap this up in the chat um let me know what you think is there any is there anything that I could have done better could have done differently Ben how do you automate when you said how do I automate prospecting Ben um we we act we got into it so we didn't stop basically what you what I did here is I went into that rules right uh going to plays and I created a play and what my play did was it automatically added people who met my filters to a sequence that's prospecting and it automated it for you it's not now you can build a sequence that's all automated emails I wouldn't recommend you do that then it's it's fully automated but but what I would do I would automate the finding of leads and the adding to a sequence and then you want to do the cold calling email personalization customization from there okay you guys who stayed maybe this is selection selection bias you're saying a lot of nice things so we're going to go out on top if you all are hungry for more content like this let us know sign up for the next webinar we work hard to make sure these are available for you we love you we appreciate you have a great night everybody take care