In order for your team to book the meetings/demos required hit your pipeline target, they need enough prospects and a Sequence structure to support their daily dial KPI. This page provides the blueprints to ensure your system is fueled and structured for that output.
If your team is manually searching for leads to add to your Sequences, it creates a bottleneck that pulls them away from actual selling. To protect their time and maintain momentum, we should streamline the "injection" of leads into your Sequences.
How to Ensure Prospects are Added to Sequences:
OPTION A: Bulk Add (Manual Enrollment): The most direct way to enroll contacts from your database or a specific search.
Navigate to Search: In the Apollo left-hand nav bar, click Search and select People.
Filter & Select: Apply your desired filters (e.g., Job Title, Industry). Select the contacts you wish to enroll by clicking the checkboxes next to their names.
Enroll: Click the Add to Sequence button in the top selection bar.
Select Sequence: Choose the specific Sequence from the modal and click Save.
OPTION B: Apollo Plays (The "Hands-Free" Method): The most efficient way to automate enrollment based on specific signals or database changes.
Navigate to Plays: Go to Workflows > Plays in the main navigation.
Create a Play: Click + New Play and choose a template or "Create from Scratch."
Define the Trigger: Set your Filters (e.g., "Contact Stage is New") or Triggering Event (e.g., "When a Contact is created").
Define the Action: Under the "Run Action" section, select Add to Sequence.
Enable: Toggle the Play to Active to ensure all future contacts meeting your criteria are automatically enrolled.
⚠️ ACTION ITEM: Finalize your team's Apollo workflow and/or Plays this week.
To reach your goal of ___ dials per rep, per day, the workflow must be designed for high-velocity execution. If your Sequences are built with too many research or email steps, your reps will spend days waiting for the next Call Task to be due, instead of on the phone. We need to optimize your Sequence "Step Logic" to prioritize the dialer.
Apollo Configuration Requirements:
Frontload Call Steps: Place your first call task on Day 1, with a follow-up call on Day 2. This creates immediate "workload spikes" that ensure reps have tasks as soon as they log in.
High Call Density: Every Sequence should include at least 8 call steps. A "light" Sequence with only 2 or 3 calls will not provide the volume necessary to reach your targets.
The Logic: We are moving away from "research-heavy" steps toward "execution-heavy" steps. By frontloading and increasing the number of call tasks, we ensure the math stays in your favor and your team always has a full queue.
⚠️ ACTION ITEM: Audit your active Sequences and ensure they meet the 8-call minimum and Day 1 frontloading this week.
This guide is designed to help you self-configure these settings prior to dialing in Orum. If you encounter technical roadblocks with Apollo Sequences, Plays, or Settings, please reach out to the experts at Apollo Support.
Networking Recommendations and Whitelisting
Sequence Best Practices
