Top 7 Apollo Features You’re Not Using with Jay Mount

When prospecting, most sales teams rely on the same primary filters, titles, industries, or employee size.

The problem?

Everyone else is doing the same. By exploring Apollo’s advanced features, you can build smarter, more unique prospect lists that stand out.

Refining your searches with include and exclude keyword filters is a game-changer. These filters allow you to fine-tune results based on nuances like SEO descriptions or social media tags. Adding and tweaking keywords dynamically lets you carve out a list that’s hyper-relevant to your Ideal Customer Profile (ICP).

If you’re not finding the desired results, enabling these extra data points can uncover niche opportunities others might miss.

Save Time and Stay Organized

Apollo’s seamless integration of data and engagement tools makes it more than just a contact database. Features like keyword-driven searches and saved filters keep your prospecting streamlined and consistent. You can even copy search links or save results to revisit later, ensuring no effort is wasted on recreating filters.

Precision targeting isn’t about volume but building a system that efficiently surfaces suitable leads. Spending extra time refining your filters now pays off with better campaigns and higher-quality results later.

Enhancing Apollo Searches with Advanced Features

Apollo’s advanced features go beyond basic filters, empowering users to create hyper-specific prospect lists. One standout capability is combining keywords with management levels in search queries. Instead of manually guessing every title variation, users can input broader keywords like “marketing” and pair them with management levels like “manager” or “C-level.”

This approach captures a more comprehensive range of job titles, simplifying the search process while ensuring relevant results.

Another game-changing feature is the integration of SIC codes, an older yet effective way to filter by industry. Though imperfect, SIC codes provide an extra layer of granularity, especially when standard industry filters fall short. These codes can be added by enabling additional filters, allowing users to target industries more precisely.

Staying Organized with Search Filters

Efficiency is crucial when managing complex searches. Apollo’s save and pin features make this easier by allowing users to store and revisit frequently used filters. Pinning preferred filters ensures quick access and eliminates the repetitive process of adding them manually for each search. For those building lists regularly, naming conventions for saved templates (e.g., “ClientName_TargetCriteria_Template”) streamline file organization and retrieval.

These tools make it easier to iterate, refine, and scale outreach strategies, ensuring Apollo users can maximize the platform’s potential without unnecessary friction.

Using Apollo Activity Filters for Smarter Outreach

Apollo’s activity filters are a powerful yet underutilized tool for managing outreach efforts. These filters allow you to segment prospects based on their interactions with your sequences, such as who has opened an email, clicked on a link, or not yet replied.

This granularity ensures that no contact is overlooked, and you can revisit valuable leads who might not have been ready during the initial outreach.

One standout application is re-engagement. You can retarget prospects with fresh sequences or nurturing campaigns by identifying prospects who meet specific engagement criteria. For instance, leads who opened emails but didn’t reply can be added to a tailored follow-up sequence. Apollo’s workflows take this to the next level by automating these processes.

You can set triggers to add prospects to a new sequence or pause interactions for a set time before re-engaging them.

Efficient List Management and Workflows

Activity filters and workflows make it easy to manage and refine your prospecting lists continuously. For example, once a sequence ends, you can automatically move contacts into a holding list and reintroduce them to a new campaign over time. This approach prevents overwhelming your sales team with too many leads simultaneously and maintains a steady outreach rhythm.

Apollo’s recent updates even allow for pauses within workflows, streamlining what used to require multiple steps. Combined with its robust search capabilities, these features transform Apollo into more than just a prospecting tool. It becomes a dynamic system for nurturing and managing leads at scale.

SDR Efficiency with Workflows and Triggers

Apollo workflows go beyond automation. They empower SDRs to engage at critical moments by integrating dynamic triggers and intelligent processes. For example, workflows can seamlessly handle tasks like transitioning contacts between sequences or identifying when a contact’s activity merits direct human involvement.

One standout application uses signals, such as headcount growth or job postings, to keep accounts “alive” and surface opportunities. By triggering tasks like “Follow up on this account’s recent office expansion,” Apollo helps SDRs break the predictable rhythm of automated sequences.

These manual touches, injected with purpose, elevate engagement by making outreach feel timely and personal.

Intent-Driven Outreach

In a crowded market where competitors use similar tools, the edge lies in leveraging Apollo’s capabilities to find Alpha. Intelligent workflows and activity filters don’t just save time. They create better outcomes.

For instance, using a “net new” filter ensures SDRs focus on fresh prospects without revisiting historical matches, optimizing their time and energy.

This approach isn’t just about process improvement; it’s about creating a tailored experience for SDRs. When outreach efforts are more effective, and lists are more qualified, SDRs are empowered to focus on conversations that matter, building momentum for the business while avoiding wasted effort.

Strategic Workflows for Staying Engaged with Prospects

Managing prospects who express interest but aren’t ready to move forward can be one of the most challenging aspects of sales. These leads are valuable enough to warrant future touchpoints, but the sheer volume makes it hard to stay organized. This is where Apollo’s workflows and engagement triggers shine, offering a structured way to nurture these opportunities without losing momentum.

For example, workflows can automatically sort and track these prospects by setting up reminders or tasks for an SDR or AE to follow up after a specific time. You can tailor your outreach at the most opportune moments by combining signals such as job title changes, headcount growth, or website visits.

These workflows help ensure that no valuable lead slips through the cracks and every touchpoint is informed by real-time activity.

Building a Hot Engagement List

Another powerful application of Apollo is creating a dynamic “hot list” of prospects based on engagement triggers. For instance, you can prioritize leads who recently replied to an email, visited your website, or engaged with your content. This list ensures that SDRs and AEs always have high-potential leads ready for immediate action, whether during a scheduled call block or in those spare 15-minute windows between meetings.

Gone are the days of manually building and updating such lists. Apollo’s tools allow you to automate this process, ensuring your team’s efforts are focused on the most promising opportunities. This approach saves time and keeps your pipeline fresh and active.

Tailoring Nurture Strategies for Lead Engagement

Effectively managing leads after their initial engagement is critical to a successful sales process. Jay Mount highlights two distinct nurture approaches: automated and manual. Automated nurture sequences handle lower-priority leads, providing consistent touchpoints without demanding significant resources from the sales team.

On the other hand, manual nurtures target high-value prospects, ensuring personalized follow-ups for leads with solid potential but uncertain timing.

Integrating workflows in Apollo simplifies this process, offering flexibility for segmentation. For instance, workflows can automatically tag leads finishing an outbound sequence for a 90-day pause before re-engaging them in a nurture or re-engagement sequence.

For manual nurtures, tasks can be created for account executives to review lead history and decide on the next steps, ensuring a human touch where it matters most.

Standing Out in the Era of Tools

With sales tools like Apollo becoming increasingly accessible, Jay underscores the importance of nuanced strategies to differentiate your outreach. This involves more than just automating processes; it’s about tailoring every interaction to feel intentional and personalized.

Small details like adjusting workflows to revalidate a lead’s fit or incorporating website engagement data can significantly improve response rates and set your sales efforts apart.

Jay emphasizes that this extra investment in thoughtful execution drives higher reply rates and creates a more streamlined and efficient sales process, helping teams stay competitive in a crowded landscape.

Conclusion

In a world where sales tools like Apollo are ubiquitous, standing out requires more than just automation; it demands a strategic and personalized approach. By leveraging advanced features such as keyword filtering, activity-based workflows, and dynamic engagement triggers, sales teams can refine their outreach and create meaningful connections with prospects.

Investing in these tools and processes doesn’t just streamline workflows; it empowers SDRs and AEs to focus on high-value conversations that drive results. With Apollo, teams can build smarter, more effective sales systems that adapt to changing dynamics and consistently deliver quality outcomes.

Unlock the full potential of your prospecting with Apollo’s advanced features. It’s your go-to tool for smarter outreach, from precise filters to intelligent workflows.

Ready to take your outbound strategy to the next level? Let our team guide you in building scalable, high-impact sales systems.

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