APOLLO
01 / 09
SpotDraft
Best Practices Session
May 2026

What your SDR team
is doing well
and where to go further.

A look at your current platform usage, the features top SDR teams run that your team hasn't activated yet, and what we'll build together on our call.

20 SDRs + 16 AEs
60 / 61 Seats Active
Renewal July 2026
Current Snapshot

Your team is
actively using Apollo.

High engagement across the core outreach stack. Your power users are putting serious volume through the platform.

36
Weekly Active Users
41 MAU · 54 of 66 seats enabled
1,410
Chrome Extension Actions (28d)
Prospecting + LinkedIn · 464 L7
1,106
AI Messages Generated (28d)
215 L7 · active AI adoption
Top performer: Kavish Gupta has run 16,013 sequences all-time with 18,312 emails sent. 36 users are active weekly and your team has booked 1,711 meetings through Apollo. Your team is not sitting idle — they're working the platform hard. The opportunity is making sure every rep is working it this way.
Kavish Gupta
16,013 sequences (all-time)
Top power user
Pranav Chandna
8,903 sequences (all-time)
High performer
Sahil Rizvi
7,945 sequences (all-time)
High performer
Where You Win

Already in the
top tier on these.

Six features with strong, consistent usage across your SDR team. These are working.

▶
Sequences
85 created L28 · 11 L7
Active outbound motion. Consistent sequence creation shows your SDRs are building and running cadences, not just sending one-offs.
■
Chrome Extension
1,410 actions L28 · 464 L7
Heavy LinkedIn + web prospecting. Your reps are sourcing contacts directly from LinkedIn profiles, which means higher data quality and faster outreach.
◆
AI Messaging
1,106 messages L28 · 215 L7
Strong AI adoption for copy generation. This is one of the most impactful features for SDR productivity when used consistently.
⇆
HubSpot CRM Sync
235 CRM record actions L7
Connected and active. Your reps are syncing contacts and activity back to HubSpot, which keeps the team's data clean. (Attribution fix on the agenda for our call.)
◆
Waterfall Enrichment
1,169 enrichments L28 · 371 L7
Actively running waterfall to source contact data across multiple providers. One of the highest-value features your team has activated.
△
LinkedIn Prospecting
618 LinkedIn actions L28 · 216 L7
Regular LinkedIn-based prospecting means your SDRs are finding contacts in context, not just running cold searches. Strong signal of disciplined outbound.
Activation Gaps

Five features top SDR
teams run that yours
haven't touched yet.

None of these are complex to activate. Each one adds a material layer to what your team already does well.

01
Apollo Workflows
Activated, not yet scaled
Automated enrollment + daily prioritized queues. Built but never went live. The biggest untapped lever for your 100-account motion.
02
Apollo Dialer
Pilot active · expand the group
A small group of SDRs is already on the Advanced dialer pilot. The next step is reviewing pilot results, identifying what's working, and expanding access to the rest of the SDR team.
03
Meeting Scheduler
0 meetings booked via Apollo
Zero meetings booked through Apollo Scheduler. SDRs who embed scheduling links in sequences see higher conversion on call-to-book steps.
04
Signals + Intent Filters
0 signal-based actions
No intent-based filtering on outreach. Your 100-account model is built for this: enrich target accounts with intent signals and prioritize outreach by buying behavior.
05
Email Deliverability
9.8% bounce · 2.2% spam block
Bounce rate is 3x the healthy threshold (<3%). Spam block rate is elevated. With 15-20 active sending mailboxes and several alias/warmup domains in the mix, this needs an audit before it compounds.
⚙
Gap 01

Apollo Workflows

This is the feature most aligned with where SpotDraft is headed. Your shift to 100 focused accounts per rep is exactly the motion Workflows is built for.

What Workflows Does
Auto-enroll contacts into sequences
Set criteria (job title, company size, intent signal, HubSpot score) and Apollo automatically adds matching contacts to the right sequence. Zero manual enrollment.
Daily prioritized rep queues
A workflow can surface the 10 most important accounts for each rep to work that day, ranked by signal strength and sequence activity. Reps start each day knowing exactly who to call.
Trigger-based task creation
When a contact opens an email 3 times without replying, a workflow can auto-create a call task for the owning rep. Behavioral triggers become automatic actions.
What Top SDR Teams Do
Combine HubSpot score + intent to trigger enrollment
Best teams connect their CRM scoring model directly to Apollo. Contacts crossing a score threshold get auto-enrolled without any rep touching it.
Layer in third-party intent (like Bombora)
Intent data from Bombora fires as a workflow trigger in Apollo. Accounts showing buying signals automatically enter the right outreach sequence for that topic.
Run a no-reply re-engagement workflow
If a contact reaches the end of a sequence without replying, a workflow automatically moves them to a lower-touch nurture cadence instead of letting them go cold.
For SpotDraft: You mentioned wanting to auto-enroll your top 100 named accounts into sequences and give each rep a daily prioritized queue. This is exactly how that gets built. We'll design the workflow logic on our call.
☎
Gap 02

Apollo Dialer

A small group of your SDRs is already in the Advanced dialer pilot. The question now is what the early results look like and how quickly to expand to the full SDR team.

What Apollo Dialer Adds
Parallel dialing from inside Apollo
Call multiple lines simultaneously and connect only when a human picks up. Your reps spend more time in live conversations and less time waiting for rings.
Calls tied directly to sequences
Call tasks inside a sequence become one-click actions. The rep calls, logs the outcome, and Apollo automatically moves the contact to the next step. No switching tools.
Built-in call recording + AI summaries
Every call is recorded and summarized automatically. Managers can review calls without listening to full recordings. Reps get coaching faster.
What Top SDR Teams Do
Run call-heavy sequences with email + call steps
Best dialer teams build sequences where email and call steps alternate. Reply to email? Rep gets a call task the same day. No response? Another email goes out automatically.
Use local presence to increase connect rates
Top teams dial from numbers matching the prospect's area code. Connect rates on local numbers are consistently higher than calls from unknown regions.
Set rep-level call goals inside Apollo
Managers set daily call targets per rep. Apollo tracks progress in real time. Reps can see exactly where they stand against their goal without a separate dashboard.
Next step: The pilot group is already running. On this call, we'll review early results, identify what's working, and define the criteria for expanding to the full SDR team. If connect rates and workflow hold up against your Nooks baseline, the path to full consolidation is clear.
📅
Gap 03

Meeting Scheduler

0 meetings booked through Apollo Scheduler in the last 28 days. This is a quick activation with an immediate impact on how your SDRs convert replies into booked calls.

What Scheduler Does
Embed booking links inside sequences
Instead of asking a prospect to reply and find a time, your SDRs embed a direct calendar link in the sequence email. One click and the meeting is booked. No back-and-forth.
Routes meetings to the right rep automatically
Round-robin or account-based routing. Inbound interest from a named account goes directly to the owning rep, not a generic calendar.
Tracks meetings booked back to Apollo activity
When a meeting books through the scheduler, Apollo logs the source sequence, the email step, and the contact. Your team sees which outreach is actually generating pipeline.
What Top SDR Teams Do
Add booking links to every final-step email
Best teams treat the last email in a sequence as a close. The CTA is a scheduling link, not a question. It removes the friction from the yes.
Use scheduler data to evaluate sequence performance
Which sequence steps generate the most booked meetings? Top teams pull this data from Apollo to refine their messaging based on what actually converts.
Connect scheduler to HubSpot for pipeline attribution
Meetings booked via Apollo Scheduler sync back to HubSpot as activities. Reps and managers can trace deals back to the exact outreach that started them.
For SpotDraft's 100-account model: When your SDRs are focused on a named account list, they can embed personalized scheduler links specific to each account's buying team. Prospects see a link for a call with their specific rep, not a generic booking page.
⚡
Gap 04

Signals + AI Filters

You mentioned Bombora intent data in your stack. Apollo Signals connects that intent directly to your outreach triggers. Your SDRs stop guessing which accounts are warm.

What Signals Does
Surface in-market accounts automatically
Apollo pulls hiring signals, funding events, technology installs, and web activity to flag which accounts are in an active buying motion. Your SDRs see the signal before they reach out.
Score and filter contacts by signal strength
AI Filters let your reps build searches that include intent scoring. Find contacts at accounts showing job change activity, funding events, or technology adoption signals.
Trigger Workflows from Signals
When an account crosses a signal threshold, a workflow can auto-enroll it. Your SDRs don't need to check a dashboard every morning. The system surfaces the priority.
What Top SDR Teams Do
Layer intent data into sequence prioritization
Best teams build two tiers: a high-touch sequence for accounts showing strong intent, and a lower-touch nurture for accounts that aren't there yet. Apollo Signals routes each account to the right tier.
Use hiring signals as a primary trigger
Accounts that are aggressively hiring SDRs are actively building outbound infrastructure. They need exactly what Apollo provides. Hiring signals are one of the highest-converting triggers for SDR outreach.
Combine Bombora + Apollo Signals for stacked intent
When a Bombora topic spike overlaps with an Apollo hiring or funding signal, that account moves to immediate contact. Stacked signals outperform single-source intent by a meaningful margin.
Why this fits your 100-account model: When each SDR is working 100 named accounts, knowing which 10 are most likely to buy this week is the difference between a productive day and a scattered one. Signals gives your SDRs that ranking automatically.
✉
Gap 05

Email Deliverability Risk

Your current bounce rate is 9.8%. Healthy is under 3%. Spam block rate is 2.2%, which is elevated. With 35K+ emails delivered per month and 15-20 active sending mailboxes in the mix, this needs an audit before it compounds into mailbox suspensions or inbox placement loss.

What High Bounce Rates Do
Damage sender reputation over time
Email providers track bounce rates at the domain and mailbox level. Sustained rates above 5% trigger inbox placement penalties. Above 10%, you risk mailbox suspension. A 9.8% rate needs attention now, not next quarter.
Compound the spam block problem
High bounce rates and elevated spam block rates together signal to providers that mail from your domains may not be wanted. That makes future deliverability harder to recover even after the root cause is fixed.
Inflate your volume while reducing results
Bounced and blocked emails still count against your sending volume. Your team is running sequences at scale, but a meaningful portion of that volume is not reaching inboxes. The reply rate reflects this: current is ~2.5% vs. top SDR team benchmarks of 5-8%.
What Top SDR Teams Do
Audit sending mailboxes and domains quarterly
Best teams review every active mailbox every quarter: OAuth health, sending volume per mailbox, alias vs. primary domain split, and bounce rates per sender. Warmup domains that have drifted get rotated out before they cause damage.
Set hard per-mailbox sending limits
50 emails per day per mailbox is the standard target to protect reputation with Gmail and Outlook. Hard caps inside Apollo prevent any one mailbox from spiking and triggering provider-level flags.
Monitor deliverability metrics weekly, not monthly
Apollo surfaces bounce rate, spam rate, and open rate per mailbox. Top teams check these weekly and act fast when a mailbox trends upward. Catching a 4% bounce rate is cheap. Recovering from a 10% bounce rate takes weeks.
On our call: We'll audit the active mailbox list, identify which senders or alias domains are contributing to the spike, set per-mailbox sending limits, and review whether any OAuth connections need a refresh. The 3 AEs without mailboxes and the HubSpot attribution config are part of the same cleanup pass.
Best Practices Session

What we're building
together on this call.

Four focus areas. Come with questions, blockers, and your 3-4 SDR names for the dialer trial.

01
Deliverability Audit + Mailbox Health Review
9.8% bounce rate needs immediate attention. We'll audit active mailboxes, set per-sender limits, clean up alias/warmup domains, refresh any stale OAuth connections, and fix the HubSpot attribution config that's logging emails under the wrong rep.
Start here
02
Workflow Design for the 100-Account Motion
Build the automation logic: auto-enroll named accounts into sequences, create rep-level daily priority queues, and connect HubSpot scoring as a trigger. Your team described exactly what Workflows is built to do.
Core focus
03
Dialer Pilot Review + Expansion
Review early results from the Advanced dialer pilot group, establish the connect rate and workflow benchmarks needed to justify full SDR team expansion, and agree on a timeline to consolidate away from Nooks.
Expansion path
04
SDR Usage Review + Coaching Opportunities
Walk through the per-user usage analysis. Your top performers (Kavish, Pranav, Sahil) show what's possible. We'll identify where lower-usage reps are falling off and what they need to catch up.
Team lift
Goal for this session: Leave with a deliverability action plan and mailbox limits configured, a workflow blueprint for the 100-account motion, dialer trial active for 3-4 SDRs, and a clear coaching plan for the reps who aren't at Kavish's level yet. Practical, not theoretical.