Tech Stack Audit Tool: Identify Redundancies and Optimize GTM

Excited to share that the Apollo app in ChatGPT is now available. You can prospect, enrich, and add people to sequences without leaving the conversation.  A big step toward AI powered GTM. https://bit.ly/4tagW7z

We have zero inbound SDRs at Apollo. Let that sink in… and with the inbound volume we’re running, that would have meant multiple teams at every other company I’ve been at. Here it’s fully automated. The form fills out, it auto-enriches who the person is, routes them based on segment and persona. If it's an individual contributor, it doesn't go to a sales rep – it goes to our sales assist team. No human hand-off needed. I knew automation was changing things. I didn't realize how much of the motion could actually be rebuilt around it until I was living inside it. That’s the thing about joining Apollo, I thought I knew what modern go-to-market looked like but it turns out I had to re-onboard myself. I’m literally mind blown every day at this company on how we do more with less. Just a little Apollo.io appreciation post for the day :)

Excited to share that the Apollo app in ChatGPT is now available. You can prospect, enrich, and add people to sequences without leaving the conversation.  A big step toward AI powered GTM. https://bit.ly/4tagW7z

Here’s how most GTM teams lose deals they never see. Signals sit there. Logged. Noticed. Ignored. A website visit, a pricing page view, a surge in activity. All useful. None of it matters if nothing fires when it happens. Inside Apollo, the system is built to act. Signals trigger motion automatically. No rep deciding next steps. No RevOps rebuilding lists.

Everyone’s in the group chat now👀 Apollo.io Workflows now connects to 200+ apps. Your data can flow automatically from Apollo into the tools your team already uses – no more exporting lists and updating platforms by hand. A few popular ones: - Google Sheets:  send contact or account data to an existing spreadsheet - Airtable: create new records in a table - Klaviyo: create or update a contact profile - Intuit Mailchimp: bulk-add contacts to an audience - Snowflake: run SQL queries or insert rows into a table See the full list of 200+ → https://lnkd.in/gKycsqP5

My first day at Apollo.io, our LinkedIn profile was removed. From the outside, it probably looked like a bigger moment than it actually was. Like most things on the internet, it turned into speculation, assumptions, and a narrative that didn’t really match what was happening internally. Because internally, we were just focused on the work. Serving customers. Improving the product. Getting better at how we operate. And the business kept moving. If anything, it forced us to get more intentional and even more focused on building something that actually lasts. We tightened how we execute. We got sharper on where we spend time. And we doubled down on the things that actually drive outcomes. That mindset stuck. Now we’re back on LinkedIn. And we’re showing up with a lot more clarity (and a lot more to say). We’ve been building a lot behind the scenes. You’ll start to see more of it soon, get ready.

All the best people we’ve hired at Apollo didn’t come through a “standard interview process.” The truth is, the best talent usually isn’t looking. They’re not scrolling job boards or applying through a careers page. That’s why I treat first calls differently. No pressure, no pitch. Just a conversation. I let them interview me first – about the team, the culture, the problems we’re solving. If they lean in with genuine curiosity and conviction, then I move the process forward. Because if they don’t buy into the mission or the problems we’re solving, the rest of the steps won’t count for much. Hiring is about building conviction before you move into the process. Stop screening for who happens to be available and start shaping your team around who you actually want. And remember: if they haven’t interviewed you, they’re not ready to sit through your interview.

I’ve never been a fan of “layers” in orgs. The idea that: “You shouldn’t reach out to leadership directly.” I get the intent but here’s the reality: Not everything important makes it up the chain. And sometimes the best feedback comes from: → the people closest to the work → the people actually talking to customers I always tell the team: Be respectful of your manager but don’t feel blocked. If something matters – share it. Because speed of information matters more than hierarchy.

Most sales teams are fishing in empty waters while the real buyers swim right under their boat. I’ve seen it happen in every sales org I’ve led. Reps spend hours building lists, sending sequences, and chasing cold accounts while the warmest, most ready-to-buy leads are already sitting in their site traffic, unseen. Today, we’re introducing Apollo Inbound, the next piece of our vision for a fully agentic GTM platform to close this gap. It shows you who’s actually visiting your website (even if they have never filled out a form) and uses AI to tell you exactly who to reach out to. No more guessing & no more waiting on marketing to surface signals. Watch how it works below 👇

I'm on PTO this week and here's what nobody tells you about time off as an exec. It takes days to actually disconnect. The first few days your brain is still at work and by the time you truly unplug, it's Wednesday. Then the anxiety kicks in on the other end. The Sunday scaries. I'm missing things. I'll be playing catch-up for days. So you tell yourself: I'll just check in a little each day. Keep the backlog down. That's the trap. Half in, half out gives you neither. You don't get the mental clarity, and your team doesn't get the space to run without you. Part of taking real PTO is trusting the team you've built. The rest is discipline – the discipline to be fully gone. Disconnect all the way or don't bother. I should probably take my own advice so here’s to me unplugging👋