{"id":3733,"date":"2025-12-04T07:22:23","date_gmt":"2025-12-04T07:22:23","guid":{"rendered":"https:\/\/infoclutch.com\/stagging\/?p=3733"},"modified":"2025-12-19T10:08:50","modified_gmt":"2025-12-19T10:08:50","slug":"how-to-use-apollo-io-to-generate-leads","status":"publish","type":"post","link":"https:\/\/www.infoclutch.com\/blog\/how-to-use-apollo-io-to-generate-leads\/","title":{"rendered":"How to use Apollo.io to Generate Leads"},"content":{"rendered":"\t\t
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Look, I\u2019m not going to waste your time with fluff.<\/p>

I\u2019ve been using Apollo.io for over two years now. My team has scraped hundreds of thousands of leads off this platform, sent millions of emails, and booked more than 2,000 sales meetings for our clients. I\u2019ve made pretty much every mistake you can make with this tool, but, I\u2019ve also figured out how to use Apollo.io to generate leads<\/p>

So instead of giving you another generic \u201chere\u2019s how to click buttons\u201d tutorial, I want to share the stuff that took me months to figure out. The things that nobody tells you. The parts where I banged my head against the wall until something finally clicked.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

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\n\t\t\t\t\t If you\u2019re in a hurry:<\/span>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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Apollo\u2019s database is probably the best I\u2019ve used. But it\u2019s not magic. You need to verify emails before sending, be smart about filters, and understand that the \u201cverified\u201d label doesn\u2019t mean what you think it means. Stick around and I\u2019ll show you how I build lists that convert.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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First, Let's Be Honest About What Apollo Actually Is<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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Here\u2019s the deal: Apollo.io tries to be an all-in-one platform. You can find leads, enrich data, send email sequences, make calls, track deals, you know, the whole nine yards.<\/p>

The homepage promises a lot.\u00a0<\/p>

But here\u2019s my honest take after two years:\u00a0Apollo is fantastic at one thing, and just okay at the rest.<\/strong><\/p>

That one thing? The database. The 220+ million contacts. The filtering. That\u2019s where Apollo genuinely shines, and where you should probably focus your energy.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

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\n\t\t\t\t\tMy honest opinion: <\/span>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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I don\u2019t use Apollo\u2019s sequencing. I don\u2019t use their calling. I export the data and plug it into specialized tools such as Smartlead for emails, Close for calling, HubSpot for CRM. Could you run everything through Apollo? Sure. But I\u2019ve found the specialized tools just work better for those specific jobs.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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That said, if you\u2019re just starting out and want everything in one place, Apollo absolutely works. I\u2019m just sharing what I do after optimizing for two years.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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The Pricing Thing (And Why the Free Plan is Actually Useful)<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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One thing I genuinely appreciate about Apollo: you can actually test it for free. Not some crippled trial, rather, a real free plan that lets you export 10 leads a month and poke around.<\/p>

Let me break down the pricing page.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

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Here\u2019s what I think about the tiers:<\/p>

Free ($0)<\/strong>\u00a0\u2014 Perfect for figuring out if Apollo has the data you need. Seriously, don\u2019t upgrade until you\u2019ve confirmed the contacts in your target market are actually in there.<\/p>

Basic ($59\/month)<\/strong>\u00a0\u2014 This is where most small teams should start. 1,000 exports per month is plenty when you\u2019re still figuring out your ICP.<\/p>

Professional ($99\/month)<\/strong>\u00a0\u2014 I\u2019d only upgrade here if you\u2019re burning through credits or need the A\/B testing for sequences.<\/p>

Organization ($149\/month)<\/strong>\u00a0\u2014 Enterprise stuff. You\u2019ll know if you need this.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

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\n\t\t\t\t\tA quick note on credits:<\/span>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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\n\t\t\t\t\t\t\t\t\tThis tripped me up at first. Every lead you export costs one credit. Mobile phone numbers cost extra on top of that. So if you\u2019re on the basic plan with 1,000 credits, that\u2019s 1,000 leads per month. Plan accordingly.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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Navigating the Platform (The Parts That Matter)<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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When you first log in, you\u2019ll see a bunch of options in the left sidebar. Let me save you some time exploring:<\/p>

The dashboard when you log in<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Navigating\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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The stuff I use constantly:<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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  • People<\/strong>\u2014 This is where you build lead lists. You\u2019ll spend 80% of your time here.<\/li>\n \t
  • Companies<\/strong>\u2014 Underrated feature. I\u2019ll show you a trick with this later.<\/li>\n \t
  • Lists<\/strong>\u2014 Where your saved leads live.<\/li>\n<\/ul>\n\nLots of features, but focus on what matters\n\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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    The stuff that exists but I rarely touch:<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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    • Sequences<\/strong> \u2014 Works fine, but I prefer Smartlead<\/li>
    • Emails<\/strong> \u2014 Mailbox management. Necessary if you\u2019re sequencing through Apollo<\/li>
    • Calls<\/strong> \u2014 Never got into this. I use Close for calling<\/li>
    • The sequence builder<\/strong> \u2014 it works, just not my preference<\/li><\/ul>

      I\u2019m not saying those features are bad. I\u2019m saying that if you try to learn everything at once, you\u2019ll get overwhelmed. Master the prospecting first. That\u2019s where the money is.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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      Now the Filters. This is Where the Magic Happens<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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      Okay, now we\u2019re getting to the good stuff.<\/p>

      Apollo\u2019s filtering is genuinely impressive. There are like 30+ different ways you can slice the data. But here\u2019s what I\u2019ve learned:\u00a0more filters isn\u2019t always better.<\/strong>\u00a0Sometimes the simplest searches get the best results.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

      \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"The\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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      The People search interface is your new best friend<\/p>\t\t\t\t<\/div>\n\t\t\t\t

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      Let me walk you through the filters I actually use, and more importantly,\u00a0how<\/em>\u00a0I use them.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

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      Email Status: Pay Attention Here<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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      This filter tripped me up for months. See these options?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

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      The People search interface is your new best friend<\/p>\t\t\t\t<\/div>\n\t\t\t\t

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      When Apollo says \u201cVerified\u201d, and I cannot stress this enough,\u00a0it doesn\u2019t mean the email was verified today.<\/strong> It means it was verified at some point. Could\u2019ve been six months ago. Could\u2019ve been a year.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

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      \n\t\t\t\t\tThis cost me a lot of money to learn:<\/span>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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      About 5-10% of Apollo\u2019s \u201cverified\u201d emails will bounce. If you\u2019re sending cold emails without running them through a validator first, you\u2019re going to tank your sender reputation. I use Listmint or Million Verifier before every campaign. Every. Single. One.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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      That said, I check both \u201cVerified\u201d and \u201cUnverified\u201d in my searches. The unverified emails are surprisingly accurate if the company has a standard email format.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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      Job Titles: Smarter Than You'd Expect<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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      Here\u2019s something I wish I\u2019d known earlier: Apollo understands title variations.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

      \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Apollo\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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      Apollo is smart about titles<\/p>\t\t\t\t<\/div>\n\t\t\t\t

      \n\t\t\t\t\t\t\t\t\tWhen I type \u201cCEO,\u201d Apollo automatically includes \u201cChief Executive Officer.\u201d When I type \u201cVP Sales,\u201d it grabs \u201cVice President of Sales\u201d too. Coming from LinkedIn Sales Navigator where I had to manually type every variation\u2026 this was a game changer.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
      \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"See\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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      See how it expands automatically?<\/p>\t\t\t\t<\/div>\n\t\t\t\t

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      Quick tip: if you want EXACT matching only, put it in quotes. Searching for\u00a0\u201cPresident\u201d\u00a0won\u2019t pull in \u201cVice President\u201d or \u201cRegional President.\u201d Just the presidents.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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      The Exclusion Trick That Saved My Campaigns<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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      For the longest time, I was getting too many \u201cwrong\u201d people in my lists. Directors when I wanted C-suite. VPs when I wanted owners.<\/p>

      Then I discovered the exclude feature:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

      \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"This\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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      This cleaned up my lists dramatically<\/p>\t\t\t\t<\/div>\n\t\t\t\t

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      Now when I\u2019m targeting business owners, I\u2019ll search for: CEO, Owner, Founder, President. And I\u2019ll EXCLUDE: VP, Vice, Director, Manager, Assistant.<\/p>

      My list quality went up probably 40% just from this one change.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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      Location: More Nuanced Than It Looks<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
      \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Contact\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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      Contact location vs. company HQ. The big difference<\/p>\t\t\t\t<\/div>\n\t\t\t\t

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      Contact Location<\/strong>\u00a0= Where the person physically is
      Account HQ<\/strong> = Where the company is headquartered<\/p>

      Why does this matter? Say you\u2019re selling to US companies. If you filter by Account HQ = United States, you\u2019ll also get their remote employees in Canada, Europe, wherever. Sometimes that\u2019s fine. Sometimes you specifically need people in a certain timezone. Think about what you actually need.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

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      Employee Headcount: My Go-To Size Filter<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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      This is more reliable than revenue<\/p>\t\t\t\t<\/div>\n\t\t\t\t

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      I use headcount way more than revenue for one simple reason:\u00a0revenue data for private companies is made up.<\/strong><\/p>

      I don\u2019t mean that as criticism but Apollo literally has to guess. The company isn\u2019t publishing their revenue publicly. But employee count? That\u2019s pulled from LinkedIn where people self-report. It\u2019s way more accurate.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

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      \n\t\t\t\t\tLesson learned:<\/span>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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      About 5-10% of Apollo\u2019s \u201cverified\u201d emails will bounce. If you\u2019re sendingFor B2B targeting, I now use employee count as my size proxy. 1-10 for very small, 11-50 for small, 51-200 for mid-market, 200+ for enterprise. Forget revenue filtering unless you\u2019re targeting public companies. cold emails without running them through a validator first, you\u2019re going to tank your sender reputation. I use Listmint or Million Verifier before every campaign. Every. Single. One.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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      Industry + Keywords = The Combo That Actually Works<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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      Here\u2019s where it gets interesting. Industry by itself is too broad. Keywords by itself misses people. But together? That\u2019s when the magic happens.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

      \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Layer\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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      Layer these for precision<\/p>\t\t\t\t<\/div>\n\t\t\t\t

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      Example: I was targeting managed IT companies. If I just searched the \u201cInformation Technology\u201d industry, I got software companies, IT consultants, random tech startups that\u2019s way too broad.<\/p>

      But when I added keywords like \u201cmanaged IT,\u201d \u201cMSP,\u201d \u201chelp desk,\u201d \u201cnetwork support\u201d and suddenly, my list was 90% on-target.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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      Technologies: The Underrated Gold Mine<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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      Here\u2019s where it gets interesting. Industry by itself is too broad. Keywords by itself misses people. But together? That\u2019s when the magic happens.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

      \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Find\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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      Find companies using specific tools<\/p>\t\t\t\t<\/div>\n\t\t\t\t

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      This filter lets you find companies using specific software. The use cases are endless:<\/p>

      • Selling something that integrates with Salesforce? Find Salesforce users.<\/li>
      • Competitor to HubSpot? Find HubSpot users.<\/li>
      • SEO tool? Find companies using SEMRush or Ahrefs.<\/li><\/ul>

        I don\u2019t use this for every campaign, but when it fits, it\u2019s incredibly powerful.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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        Revenue Filter: Here\u2019s My Honest Take<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
        \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Use\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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        Use with caution for private companies\n\n<\/p>\t\t\t\t<\/div>\n\t\t\t\t

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        I\u2019m going to be blunt: I rarely use this.<\/p>

        For public companies, sure, the data is accurate. But 90% of my prospecting is to private companies, and the revenue numbers are estimates at best. I\u2019ve seen Apollo say a company does $5M when they actually do $500K. And vice versa.<\/p>

        If company size matters to you (and it should), use employee headcount instead.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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        The Filters I Skip<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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        Buying Intent<\/strong>\u00a0\u2014\u00a0Apollo<\/em>\u00a0offers this, but I source my own intent signals. If someone\u2019s visiting competitor websites or engaging with certain content, I\u2019d rather find that out myself than pay extra for Apollo\u2019s interpretation.<\/p>

        Funding<\/strong>\u00a0\u2014 Useful if you specifically target funded startups. Otherwise, skip it.\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0<\/p>

        Job Postings<\/strong>\u00a0\u2014 Actually useful if you\u2019re in staffing or HR tech. Otherwise, probably not.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

        \n\t\t\t\t\t
        \n\t\t\t\t
        \n\t\t\t\t\t

        Let Me Show You an Actual Search<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
        \n\t\t\t\t\t\t\t\t\t

        Theory is great, but let me just show you how I\u2019d build a real list. Let\u2019s say I\u2019m targeting managed IT companies in the US.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

        \n\t\t\t\t
        \n\t\t\t\t\t

        Step 1: Start with the basics<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
        \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Here's\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
        \n\t\t\t\t\t

        Here's my actual filter setup<\/p>\t\t\t\t<\/div>\n\t\t\t\t

        \n\t\t\t\t\t\t\t\t\t

        My filters:<\/strong><\/p>

        • Email Status: Verified + Unverified<\/li>
        • Job Titles: CEO, Owner, Founder, President<\/li>
        • Exclude: VP, Vice President (don\u2019t want to catch VPs)<\/li>
        • Person Location: United States<\/li>
        • Employees: 11-200 (my sweet spot for IT services)<\/li>
        • Industry: Information Technology, Computer & Network Security<\/li>
        • Keywords: managed IT, help desk, MSP<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
          \n\t\t\t\t
          \n\t\t\t\t\t

          Step 2: Check the results<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Always\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t

          Always review before saving<\/p>\t\t\t\t<\/div>\n\t\t\t\t

          \n\t\t\t\t\t\t\t\t\t

          I got about 500 results. Before I save anything, I scroll through and gut-check: Do these look like my target companies? Are the job titles right? Any obvious junk?<\/p>

          In this case, looks pretty solid. Some noise, but that\u2019s normal.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

          \n\t\t\t\t
          \n\t\t\t\t\t

          Step 3: Save to a list<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Select\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t

          Select what you want to save<\/p>\t\t\t\t<\/div>\n\t\t\t\t

          \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Save\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t

          Name it something you'll recognize later<\/p>\t\t\t\t<\/div>\n\t\t\t\t

          \n\t\t\t\t\t\t\t\t\t

          I name my lists descriptively: \u201cManaged IT \u2013 Owners \u2013 US \u2013 11-200 emp \u2013 Dec 2024\u201d<\/p>

          Sounds tedious, but future me always thanks past me when I can find exactly what I\u2019m looking for.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

          \n\t\t\t\t
          \n\t\t\t\t\t

          Step 4: Export<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Your\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t

          Your leads are ready to export<\/p>\t\t\t\t<\/div>\n\t\t\t\t

          \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Choose\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t

          Choose what data you need<\/p>\t\t\t\t<\/div>\n\t\t\t\t

          \n\t\t\t\t\t\t\t\t\t

          I grab the CSV and I\u2019m done. Well\u2026almost.<\/p>

          I still need to verify those emails before sending. But the Apollo part is complete.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

          \n\t\t\t\t
          \n\t\t\t\t\t

          The Companies Tab Trick Nobody Talks About<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t\t\t\t\t

          Okay, here\u2019s something that took me way too long to figure out.<\/p>

          The Companies tab isn\u2019t just for finding companies. It\u2019s for\u00a0discovering keywords you didn\u2019t know to search for.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

          \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"This\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t

          This tab is more useful than it looks<\/p>\t\t\t\t<\/div>\n\t\t\t\t

          \n\t\t\t\t\t\t\t\t\t

          Here\u2019s the trick: Run your People search, then flip to Companies with similar filters. Click into individual companies. Look at their keywords, their descriptions, their categorizations.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

          \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Look\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
          \n\t\t\t\t\t

          Look at all those keywords<\/p>\t\t\t\t<\/div>\n\t\t\t\t

          \n\t\t\t\t\t\t\t\t\t

          When I did this for managed IT companies, I found keywords I never would have thought of:<\/p>

          • Cybersecurity (obvious in retrospect)<\/li>
          • Telephony<\/li>
          • Compliance<\/li>
          • Cloud migration<\/li>
          • Network infrastructure<\/li><\/ul>

            I added those to my keyword filters, and my list suddenly doubled. Same quality, twice the size.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

            \n\t\t
            \n\t\t\t\t
            \n\t\t\t\t\t\t\t
            \n\t\t\t
            \n\t\t\t<\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t
            \n\t\t\t\t\tThe meta-lesson here: <\/span>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
            \n\t\t\t\t
            \n\t\t\t\t\t\t\t\t\t

            Building good lists is iterative. You start with what you know, examine the results, learn from patterns, and refine. There\u2019s no \u201cperfect search\u201d on the first try. I usually go through 3-4 rounds of refinement before I\u2019m happy with a list.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

            \n\t\t\t\t\t
            \n\t\t\t\t
            \n\t\t\t\t\t

            What to Actually Do With This Data<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
            \n\t\t\t\t\t\t\t\t\tSo you\u2019ve exported your leads. Now what?\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
            \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Your\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
            \n\t\t\t\t\t

            Look at all those keywords<\/p>\t\t\t\t<\/div>\n\t\t

            \n\t\t\t\t
            \n\t\t\t\t\t

            Step 1: Verify those emails (I'm serious)<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
            \n\t\t\t\t\t\t\t\t\t

            Before you do anything else, run your list through an email verifier.<\/p>

            I use Listmint because it handles catch-all domains well. Other good options: Million Verifier (cheap), NeverBounce (reliable), Debounce (fast).<\/p>

            This step costs a few bucks but saves you from bounces that\u2019ll tank your deliverability. Non-negotiable.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

            \n\t\t\t\t
            \n\t\t\t\t\t

            Step 2: Optional: Enrich with Clay<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
            \n\t\t\t\t\t\t\t\t\t

            For campaigns where I want extra personalization, I run the data through Clay:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

            \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"Enrich\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
            \n\t\t\t\t\t

            Clay is like spreadsheets on steroids<\/p>\t\t\t\t<\/div>\n\t\t\t\t

            \n\t\t\t\t\t\t\t\t\t

            Clay lets me:<\/p>

            • Verify the company actually matches what I\u2019m looking for (AI-powered)<\/li>
            • Pull additional data points from other providers<\/li>
            • Generate personalized first lines for emails<\/li>
            • Clean up messy data<\/li><\/ul>

              Is Clay necessary? No. But for high-value campaigns, the extra personalization crushes it.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

              \n\t\t\t\t
              \n\t\t\t\t\t

              Step 3: Load into your sequencer<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
              \n\t\t\t\t\t\t\t\t\t

              Finally, I upload to Smartlead (or whatever sequencer you use) and start the campaign.<\/p>

              The whole process from \u201cI need leads\u201d to \u201cemails are sending\u201d takes me maybe 2-3 hours for a new list. Including verification and everything.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

              \n\t\t
              \n\t\t\t\t
              \n\t\t\t\t\t\t\t
              \n\t\t\t
              \n\t\t\t<\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t
              \n\t\t\t\t\t

              The Stuff I Wish Someone Had Told Me<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
              \n\t\t\t\t
              \n\t\t\t\t\t\t\t\t\tLet me save you some pain. These are lessons that cost me time and money:\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
              \n\t\t\t\t
              \n\t\t\t\t\t\t\t
                \n\t\t\t\t\t\t\t
              • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\tStart broad, then narrow.\u00a0\u00a0<\/strong>\u00a0Don\u2019t over-filter on your first search. See what\u2019s out there, then add constraints. You might discover segments you didn\u2019t know existed.<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
              • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\u201cVerified\u201d is a lie.\u00a0<\/strong>\u00a0Okay, it\u2019s not a lie, but it\u2019s misleading. Always verify externally. Always. I cannot stress this enough.<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
              • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\u00a0Employee count > Revenue.\u00a0<\/strong>\u00a0For private companies, headcount is reliable. Revenue is a guess. Adjust accordingly.<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
              • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\tThe Companies tab reveals keywords.\u00a0<\/strong>\u00a0Use it to discover targeting angles you wouldn\u2019t have found otherwise.<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
              • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\tBlue-collar industries are tricky.\u00a0<\/strong>\u00a0Plumbers, electricians, contractors do not have their employees on LinkedIn. Employee counts will be way off. Account for this.<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
              • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\tList naming matters.\u00a0<\/strong>\u00a0Be descriptive. You\u2019ll thank yourself in 3 months when you\u2019re trying to find \u201cthat list from that campaign we ran.\u201d<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t
              • \n\t\t\t\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t<\/path><\/svg>\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\tApollo is for data, not sending.\u00a0<\/strong>\u00a0Okay, this is my opinion. But I\u2019ve gotten much better results using specialized tools for the actual outreach.<\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
                \n\t\t\t\t\t
                \n\t\t\t\t
                \n\t\t\t\t\t

                Wrapping Up<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
                \n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\"How\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
                \n\t\t\t\t\t

                That's the real talk on Apollo<\/p>\t\t\t\t<\/div>\n\t\t\t\t

                \n\t\t\t\t\t\t\t\t\t

                Honesty, Apollo.io is a genuinely excellent tool. The database is massive, the filtering is powerful, and you can get started for free. I use it every single day. And now, you know how to use Apollo.io to generate leads.<\/p>

                But it\u2019s not magic. The leads won\u2019t verify themselves. The filters won\u2019t configure themselves. And the campaigns won\u2019t write themselves.<\/p>

                What I\u2019ve tried to give you here is the playbook that took me two years to develop. The filters that actually matter. The tricks that improve list quality. The mistakes you can skip.<\/p>

                If you take one thing from this:\u00a0master the prospecting database first.<\/strong>\u00a0That\u2019s where Apollo\u2019s competitive advantage lives. Everything else you can figure out later or handle with other tools.<\/p>

                Now go build some lists.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t

                \n\t\t
                \n\t\t\t\t
                \n\t\t\t\t\t

                About the Author<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
                \n\t\t\t\t\t

                Robert Jordan is a seasoned marketer with more than a decade of experience in the B2B sector. His specialties include content marketing, content writing, and B2B marketing.<\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

                Anyone seeking opportunities in the enterprise software industry has likely heard of SAP. A good portion of businesses use SAP to manage their daily operations and make informed decisions. That\u2019s why it is always a good idea to gain some understanding of SAP customers if you are going to be involved in the enterprise software industry.<\/p>\n","protected":false},"author":2,"featured_media":3771,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"full-width-container","site-content-style":"unboxed","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[13],"tags":[],"class_list":["post-3733","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing"],"yoast_head":"\nHow to use Apollo.io to Generate Leads: A Step-by-Step Guide<\/title>\n<meta name=\"description\" content=\"Through this blog, discover how you can generate leads from Apollo.io effectively. Learn about their feature and check out the strategy used for prospecting.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.infoclutch.com\/blog\/how-to-use-apollo-io-to-generate-leads\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to use Apollo.io to Generate Leads: A Step-by-Step Guide\" \/>\n<meta property=\"og:description\" content=\"Through this blog, discover how you can generate leads from Apollo.io effectively. Learn about their feature and check out the strategy used for prospecting.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.infoclutch.com\/blog\/how-to-use-apollo-io-to-generate-leads\/\" \/>\n<meta property=\"og:site_name\" content=\"Blog\" \/>\n<meta property=\"article:published_time\" content=\"2025-12-04T07:22:23+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-12-19T10:08:50+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.infoclutch.com\/blog\/wp-content\/uploads\/2025\/12\/Apollo.io-blog-img-1024x576-1.webp\" \/>\n\t<meta property=\"og:image:width\" content=\"1024\" \/>\n\t<meta property=\"og:image:height\" content=\"576\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/webp\" \/>\n<meta name=\"author\" content=\"Robert Jordan\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:title\" content=\"How to use Apollo.io to Generate Leads: A Step-by-Step Guide\" \/>\n<meta name=\"twitter:description\" content=\"Through this blog, discover how you can generate leads from Apollo.io effectively. 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