Apollo.io Sales Playbook
Use this page to learn how Frontier uses Apollo.io for prospecting, list building, sequencing, task management, and account research. This is not generic Apollo training. This is the Frontier workflow for finding the right accounts, identifying the right people, and turning outbound activity into real sales opportunities.
Apollo Sign-In
Bookmark Apollo before you start working lists.
Apollo.io is the daily sales workspace for prospecting, sequencing, tasks, and follow-up activity. Reps should bookmark the login page so it is available every morning.
Open Apollo.io
Use this link to access Apollo. Bookmark it in your browser and keep it available with your other daily sales tools.
Bookmark the login page
How Frontier uses Apollo
Apollo is the sales workspace for prospecting, list building, sequencing, tasks, call follow-up, and outbound activity management.
How to find the right contacts
Use the Frontier 4-Path Method to identify Trade Compliance, Logistics, International Sales, and Finance contacts inside target accounts.
How to sequence without creating chaos
Use the right saved search, list, sender, territory, persona, sequence, and daily follow-up process before enrolling anyone.
Apollo Fundamentals
Before you open Apollo, know what the tool is for.
Apollo is used to find prospects, organize contacts, enroll people into outreach sequences, create manual call and LinkedIn tasks, and monitor outreach performance.
Sales prospecting workspace
Use Apollo to research companies, identify contacts, build lists, enroll prospects, work daily tasks, and manage outbound sales activity.
Not a shipment or client operations system
Apollo is not Webship, not a warehouse system, not a customs portal, and not a replacement for real sales follow-up.
Find the right people, not the most people
The goal is not to dump hundreds of contacts into a sequence. The goal is to find the correct stakeholder path and work the account properly.
Frontier 4-Path Method
Every target account should be mapped through four paths.
Do not stop after finding one contact. For each company, build a basic account map that helps you understand who owns compliance, who owns movement, who owns growth, and who owns cost.
Trade Compliance
Highest-value contact path when the opportunity may involve customs compliance, classification, USMCA, audits, or broker oversight.
Logistics & Supply Chain
Operational path for movement problems, border delays, broker issues, service concerns, visibility gaps, and freight volume.
International Sales
Growth path for companies selling into Canada or the United States, using distributors, or exploring direct fulfillment.
Finance
Money path for duty exposure, import costs, classification risk, cash flow impact, and cost-reduction conversations.
Use when the account may have compliance exposure.
Use when the account may have shipment or service pain.
Use when the account may be expanding into Canada or the U.S.
Use when the account may care about landed cost or duty exposure.
SIC Code Targeting
Use one SIC code per search.
The Frontier SOP uses People Search only and separates each SIC code by persona. Do not stack SIC codes, and do not mix personas in the same list.
Farm Machinery & Equipment
Use for agricultural equipment manufacturers and related companies where cross-border machinery movement or parts support may exist.
Construction Machinery
Use for construction machinery manufacturers where equipment, parts, service supply chains, and import/export activity may exist.
Mining Machinery
Use for mining machinery and equipment companies where parts, machinery, and international supply chains may create compliance or logistics needs.
Construction & Mining Wholesale
Use for wholesale distributors where import, distribution, parts, cross-border, or landed-cost conversations may apply.
Building Lists In Apollo
Use People Search only.
Frontier’s Apollo process runs through People Search because it lets reps combine company filters, such as SIC code, size, and location, with contact filters, such as title and seniority, in the same view.
Build clean lists before enrolling contacts.
Rule: Do not use Company Search for this workflow. Start in People Search every time.
Use: SIC code, company size, location, territory, and exclusion filters before adding title filters.
Do not combine: Trade Compliance, Logistics, and Finance contacts in one list. Each persona needs its own saved search.
Format: SIC-3523 | Trade Compliance, SIC-3523 | Logistics & Supply Chain, SIC-3523 | Procurement & Finance.
Keep reporting clean: saved search name and list name should match so activity can be reviewed properly.
4 SIC codes x 3 personas = 12 saved searches.
Sequence Enrollment
Do the checks before enrolling anyone.
Apollo sequences are automated multi-step outreach campaigns. Emails send automatically when scheduled, while call and LinkedIn steps become manual tasks for the rep.
Contact quality checklist
Standard sequence workflow
Daily Rep Workflow
Apollo only works if reps work the tasks.
Email steps can send automatically, but phone and LinkedIn steps must be completed by the rep. Tasks must be checked every morning and call outcomes must be logged.
Start with Tasks
Open Apollo Tasks first. Work calls before LinkedIn actions, then manual emails. Do not skip task completion.
Respond to replies
Positive replies should be handled quickly. If someone replies, pause the sequence and move the conversation manually.
Add new prospects
Build or refine lists, verify contacts, review sequence fit, and prepare the next controlled batch of enrollments.
Review analytics
Check sequence performance, open rates, reply rates, bounce patterns, and step-level performance every Monday.
Common Mistakes
Avoid the mistakes that break sequencing.
Most Apollo issues come from bad list building, wrong ownership, mixed personas, skipped tasks, or enrolling before checking fit.
Open each mistake before building a list.
Fix: Use People Search only so company and contact filters can work together.
Fix: Keep each persona in its own saved search, list, and sequence path.
Fix: Confirm ownership before enrolling. Do not add contacts outside your assigned geography.
Fix: Search contact history. If contacted within 90 days, check with the rep who owns the relationship.
Fix: Check Apollo Tasks every morning. Calls and LinkedIn actions must be completed manually.
Fix: Find Trade Compliance, Logistics, Sales, and Finance where possible before deciding the account path.
Rules every rep must follow.
Apollo Resource Library
Open the working SOPs.
Use these documents when you need the formal process, sequence rules, or lead generation standards.
Frontier Apollo SOP
Use this for the Frontier lead generation workflow: People Search, SIC codes, persona buckets, saved searches, lists, rep assignment, and sequencing.
Apollo Sequencing SOP
Use this for sequence enrollment, monitoring, contact statuses, task completion, reply handling, analytics, and Apollo rules.
Apollo.io Sign-In
Bookmark this page and use it daily for prospecting, sequences, tasks, lists, contacts, and follow-up activity.
Final Checklist
Before enrolling contacts in Apollo.
Use this checkpoint every time. It protects sender reputation, rep territory, reporting, and the quality of Frontier outreach.
Next step for the sales rep.
Bookmark Apollo, choose the target account, map the four paths, build the list in People Search, confirm territory and sender, then enroll only clean contacts into the right sequence.