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How Apollo uses Dooly to maximize selling time and improve sales follow-ups.

Byron Sierra-Mattos
Team Lead & Senior Account Manager, Apollo

Apollo logo.
Apollo logo.

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally to help them find their ideal buyers and intelligently automate outreach. They partnered with Dooly to make their sales process more efficient.

INDUSTRY

Software & Tech

HEADQUARTERS

San Francisco, USA

COMPANY SIZE

501 – 1,000

WEBSITE

The challenge.

Like any fast-paced company, Apollo.io was setting some ambitious revenue goals.
Reps were overwhelmed by the existing data input process, while management asked for more (and better) data.

The company was revamping its sales process to bring more qualified lead info in, sooner. Management needed access to all kinds of data, like CRM preferences, account notes, contract details, and other vital information.

The problem? From the sales rep’s POV, collecting all that data while simultaneously running a demo can feel like a juggling act. They were running nine to 14 demos a day, but one thing was causing serious friction for the sales team — inputting client information fields into Salesforce.

Group photo of the Apollo team outdoors at a company event.

The solution.

After adopting Dooly, reps immediately saw an improvement in their sales process and managers had access to usable customer data.

The sales team helped the company fill the sales pipeline more consistently, without sacrificing hours of valuable selling time.

Their follow-up game also improved because they can easily access information about the prospects.

“With Dooly,” says Byron Sierra-Mattos, Team Lead & Senior Account Manager at Apollo, “I actually do know if [prospects] use Hubspot or Salesforce. I actually do know if they’re in contract with Seamless or Lusha [Apollo’s competitors], because I actually do know where the notes are supposed to go. It’s also made my follow-up game a lot stronger because I can address specific things we talked about.”

The results.

There’s nothing more disruptive to a rep’s concentration than a sales process that requires them to jump back-and-forth between apps — taking them out of their flow.

By Byron’s estimates, Dooly saves an hour a day in unnecessary tasks over the course of 9 demo calls. He’s run the math on the potential ROI of combining that hour’s worth of saving with additional reductions in internal meetings; it means 320 new opportunities generated for his sales team.

Dooly made the AE-to-Account Manager (AM) handoff smoother. With centralized note taking, AMs at Apollo no longer have to sift through months of records just to guess which CRM the account uses — making Dooly a natural antidote to siloed selling.


“I actually do know if they’re in contract with our competitors, because I actually do know where the notes are supposed to go. It’s also made my follow-up game a lot stronger because I can address specific things we talked about.”

Byron Sierra-Mattos
Team Lead & Senior Account Manager, Apollo