---
title: "Apollo.io and HubSpot: how to connect prospecting to your CRM"
description: How to use Apollo.io with HubSpot. Syncing contacts and companies, enrichment, sequences, which system should own what and how to avoid duplicates and bad data.
image: https://leadlabs.se/hubfs/Blog/apollo-hubspot.jpg
---

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 October 19, 2026

# Apollo.io and HubSpot: how to connect prospecting to your CRM

![Picture of Emelie](https://app.hubspot.com/settings/avatar/a7bfbbcaf0bc52ffebec008d63b2902f) By  [Emelie](https://leadlabs.se/en/insights/author/emelie)  ·   2 minute read

![Magnifying glass against a blue background](https://leadlabs.se/hs-fs/hubfs/Blog/apollo-hubspot.jpg?width=1600&height=900&name=apollo-hubspot.jpg)

Apollo.io is one of the most widely used tools for finding contact details and prospecting in B2B. HubSpot is where deals are driven. The combination is powerful, but only if the integration is set up thoughtfully. Otherwise you quickly end up with a CRM full of duplicates and contacts nobody works.

**In short:** Apollo.io can be connected to HubSpot so contacts and companies sync between the systems, activities are logged and data is enriched. Decide which system owns which data, only sync contacts that will actually be worked, use domain and email as unique keys and let HubSpot be the source of truth for deals and lifecycle stages.

## What does the integration do?

- **Syncs contacts and companies** between Apollo and HubSpot, in one or both directions.
- **Enriches** existing records in HubSpot with job title, phone and company data.
- **Logs activities**, such as emails and calls from Apollo, on the contact in HubSpot.
- **Avoids double outreach** by showing in Apollo who already exists in HubSpot and who owns them.

## Decide who owns what

| Data | Owned by |
| --- | --- |
| Search lists and prospects not being worked | Apollo |
| Contacts and companies being worked | HubSpot |
| Deals, lifecycle stage and owner | HubSpot |
| Contact details and job title | Apollo enriches, HubSpot stores |

## A way of working that works

1. **Define your ICP** in both Apollo and HubSpot, ideally with the same criteria. Read [Context Home in HubSpot](https://leadlabs.se/en/insights/context-home-hubspot-growth-context?hsLang=en).
2. **Build saved searches** in Apollo for each segment.
3. **Export only the contacts** that will actually be worked to HubSpot.
4. **Set source and campaign** on the contacts so you can follow the results.
5. **Work them in HubSpot** with [sequences](https://leadlabs.se/en/insights/sequences-hubspot?hsLang=en), or in Apollo with logging to HubSpot. Pick one approach.
6. **Follow up** reply rate, booked meetings and deals per segment.

## Common pitfalls

- Syncing the whole Apollo database and paying for marketing contacts you never use.
- Two systems overwriting the same fields.
- Sequences running in both Apollo and HubSpot for the same contact.
- Forgetting GDPR. Contact people in their professional role with a relevant message and document your legal basis. Read [HubSpot and GDPR](https://leadlabs.se/en/insights/hubspot-gdpr?hsLang=en).

## Apollo or HubSpot's own tools?

HubSpot has its own enrichment and Prospecting Agent, which can replace parts of what Apollo does. Apollo still has a large contact database and powerful search filters. Many companies use Apollo to find and HubSpot to work and follow up.

## Frequently asked questions about Apollo.io and HubSpot

### Can you connect Apollo.io to HubSpot?

Yes. Apollo has a HubSpot integration that syncs contacts and companies, logs activities and can enrich records in HubSpot.

### Should we use sequences in Apollo or HubSpot?

Choose one system for outreach to avoid double contact. Many run prospecting in Apollo and work warm leads in HubSpot.

### How do you avoid duplicates between Apollo and HubSpot?

Use email address for contacts and domain for companies as unique keys, and only export contacts that will be worked.

### Does HubSpot Prospecting Agent replace Apollo?

Partly. Prospecting Agent can research and write personal outreach, but Apollo has a large contact database of its own and advanced search filters. The tools often complement each other.

### Is it legal to contact people from Apollo in Europe?

B2B contact can often be based on legitimate interest, but it requires documentation, a relevant message and an easy way to opt out. Check with legal counsel.

## Summary

Apollo and HubSpot work great together when the roles are clear: Apollo for finding, HubSpot for working and following up. Decide who owns which data and only sync what will be used.

LeadLabs helps companies set up Apollo.io together with HubSpot. Get in touch and we will go through your setup.

## Read also

- [Sequences in HubSpot](https://leadlabs.se/en/insights/sequences-hubspot?hsLang=en)
- [Data quality in HubSpot](https://leadlabs.se/en/insights/data-quality-hubspot?hsLang=en)
- [HubSpot and GDPR](https://leadlabs.se/en/insights/hubspot-gdpr?hsLang=en)

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