Apollo Core Workflow A: Lead Search & Enrichment

Overview

Implement the primary Apollo.io workflow for searching leads and enriching contact/company data. This is the core use case for B2B sales intelligence.

Prerequisites

Completed apollo-sdk-patterns setup
Valid Apollo API credentials
Understanding of your target market criteria

Workflow Components

1. People Search

Search for contacts based on various criteria like company, title, location, and industry.

// src/services/apollo/people-search.ts
import { apollo } from '../../lib/apollo/client';

interface PeopleSearchCriteria {
  domains?: string[];
  titles?: string[];
  locations?: string[];
  industries?: string[];
  employeeRanges?: string[];
  page?: number;
  perPage?: number;
}

export async function searchPeople(criteria: PeopleSearchCriteria) {
  const response = await apollo.searchPeople({
    q_organization_domains: criteria.domains,
    person_titles: criteria.titles,
    person_locations: criteria.locations,
    q_organization_industry_tag_ids: criteria.industries,
    organization_num_employees_ranges: criteria.employeeRanges,
    page: criteria.page || 1,
    per_page: criteria.perPage || 25,
  });

  return {
    contacts: response.people.map(transformPerson),
    pagination: response.pagination,
  };
}

function transformPerson(person: any) {
  return {
    id: person.id,
    name: person.name,
    firstName: person.first_name,
    lastName: person.last_name,
    title: person.title,
    email: person.email,
    phone: person.phone_numbers?.[0]?.sanitized_number,
    linkedin: person.linkedin_url,
    company: {
      id: person.organization?.id,
      name: person.organization?.name,
      domain: person.organization?.primary_domain,
    },
  };
}

2. Company Enrichment

Enrich company data to get comprehensive firmographic information.

// src/services/apollo/company-enrichment.ts
import { apollo } from '../../lib/apollo/client';

export async function enrichCompany(domain: string) {
  const response = await apollo.enrichOrganization(domain);
  const org = response.organization;

  return {
    id: org.id,
    name: org.name,
    domain: org.primary_domain,
    website: org.website_url,
    industry: org.industry,
    subIndustry: org.sub_industry,
    employeeCount: org.estimated_num_employees,
    annualRevenue: org.annual_revenue,
    founded: org.founded_year,
    description: org.short_description,
    technologies: org.technologies || [],
    locations: {
      headquarters: {
        city: org.city,
        state: org.state,
        country: org.country,
      },
    },
    social: {
      linkedin: org.linkedin_url,
      twitter: org.twitter_url,
      facebook: org.facebook_url,
    },
  };
}

3. Contact Enrichment

Enrich individual contacts with email and additional data.

// src/services/apollo/contact-enrichment.ts
export async function enrichContact(params: {
  email?: string;
  firstName?: string;
  lastName?: string;
  domain?: string;
  linkedinUrl?: string;
}) {
  const response = await apollo.enrichPerson({
    email: params.email,
    first_name: params.firstName,
    last_name: params.lastName,
    organization_domain: params.domain,
    linkedin_url: params.linkedinUrl,
  });

  return {
    ...transformPerson(response.person),
    enrichmentScore: calculateEnrichmentScore(response.person),
  };
}

function calculateEnrichmentScore(person: any): number {
  let score = 0;
  if (person.email) score += 30;
  if (person.phone_numbers?.length) score += 20;
  if (person.linkedin_url) score += 15;
  if (person.title) score += 10;
  if (person.organization) score += 15;
  if (person.city) score += 10;
  return score;
}

4. Complete Lead Generation Pipeline

// src/services/apollo/lead-pipeline.ts
import { searchPeople } from './people-search';
import { enrichCompany } from './company-enrichment';
import { enrichContact } from './contact-enrichment';

interface LeadCriteria {
  targetDomains?: string[];
  targetTitles: string[];
  targetLocations?: string[];
  targetIndustries?: string[];
  minEmployees?: number;
  maxEmployees?: number;
}

export async function generateLeads(criteria: LeadCriteria) {
  // Step 1: Search for matching contacts
  const searchResults = await searchPeople({
    domains: criteria.targetDomains,
    titles: criteria.targetTitles,
    locations: criteria.targetLocations,
    industries: criteria.targetIndustries,
  });

  // Step 2: Enrich companies for each unique domain
  const uniqueDomains = [...new Set(
    searchResults.contacts
      .map(c => c.company.domain)
      .filter(Boolean)
  )];

  const enrichedCompanies = await Promise.all(
    uniqueDomains.slice(0, 10).map(async (domain) => {
      try {
        return await enrichCompany(domain);
      } catch {
        return null;
      }
    })
  );

  const companyMap = new Map(
    enrichedCompanies
      .filter(Boolean)
      .map(c => [c!.domain, c])
  );

  // Step 3: Combine and filter results
  return searchResults.contacts.map(contact => ({
    ...contact,
    company: companyMap.get(contact.company.domain) || contact.company,
  }));
}

Usage Example

// Example: Find engineering leads at fintech companies
const leads = await generateLeads({
  targetTitles: ['VP Engineering', 'CTO', 'Engineering Manager'],
  targetIndustries: ['financial services', 'fintech'],
  minEmployees: 50,
  maxEmployees: 500,
});

console.log(`Found ${leads.length} leads`);
leads.forEach(lead => {
  console.log(`${lead.name} - ${lead.title} at ${lead.company.name}`);
});

Output

Paginated people search results
Enriched company firmographic data
Enriched contact data with emails
Combined lead pipeline with scoring

Error Handling

Error	Cause	Solution
Empty Results	Too narrow criteria	Broaden search parameters
Missing Emails	Contact not in database	Try LinkedIn enrichment
Rate Limited	Too many enrichment calls	Implement batching
Invalid Domain	Domain doesn't exist	Validate domains first

Resources

Next Steps

Proceed to apollo-core-workflow-b for email sequences and outreach.

apollo-core-workflow-a