Your existing lead list is one of your most valuable sales assets — and if it's sitting in a spreadsheet or a CRM that isn't working hard enough, you're leaving pipeline on the table. Apollo.io doesn't just help you find new contacts; it lets you import your existing leads and instantly enrich them with verified emails, phone numbers, job titles, company data, and intent signals. Here's exactly how to do it.
Why Import Leads into Apollo.io?
Before diving into the how, let's be clear on the why.
Importing your existing leads into Apollo unlocks capabilities your spreadsheet or basic CRM simply can't offer:
- Enrich incomplete records with missing emails, phone numbers, and firmographic data
- Sync leads into automated sequences for outbound follow-up
- Score and segment contacts using Apollo's filtering and tagging system
- Identify job changes so you're not chasing contacts who have already moved on
- Connect enriched leads directly to your CRM via native integrations
If you have a list of leads that have gone cold, never been properly followed up, or simply lack key data fields — Apollo can breathe new life into them in minutes.
Start your free Apollo.io trial and import your first lead list today →
What File Formats Does Apollo.io Accept for Import?
Apollo.io accepts CSV files for lead imports.
This is the standard format for exporting from virtually every CRM, spreadsheet tool, and lead generation platform:
- Export from HubSpot, Salesforce, Pipedrive, or Zoho as a CSV
- Download from Google Sheets or Excel as a CSV
- Export from any lead generation tool (Phantombuster, Hunter, etc.) in CSV format
- Manually build a spreadsheet and save as CSV
Your CSV can contain any combination of fields — name, email, company, phone, LinkedIn URL, title, and more. Apollo will map these fields to its own data model during the import process.
Step-by-Step: How to Import Leads into Apollo.io
Step 1 — Prepare Your CSV File
Before uploading, clean your file to get the best results:
- Make sure the first row contains clear column headers (First Name, Last Name, Email, Company, Title, Phone, LinkedIn URL)
- Remove duplicate rows using Excel or Google Sheets' built-in deduplication tools
- Ensure email addresses are formatted correctly — no spaces, no missing @ symbols
- Split full names into First Name and Last Name columns if possible, as Apollo maps these separately
- Save the file as a .CSV (not .XLSX or .ODS)
A clean import file means Apollo can match and enrich records more accurately. Garbage in, garbage out — always prep your list before uploading.
Step 2 — Navigate to the People Section
Log into your Apollo.io account. From the left-hand navigation:
- Click on People in the main sidebar
- Look for the Import button, typically located in the upper right area of the People view
- Select Import People from the dropdown options
Apollo also allows you to import companies (accounts) separately. If your list contains company-level data, use the Accounts section and import there first before linking contacts.
Step 3 — Upload Your CSV File
- Click Upload CSV and select your prepared file
- Apollo will preview the first few rows of your data so you can confirm it looks correct
- Check that the data is rendering cleanly before proceeding — if columns appear scrambled, your CSV may have formatting issues
Step 4 — Map Your Fields
This is the most important step. Apollo will display each column from your CSV and ask you to map it to the corresponding Apollo field:
- Map "First Name" → First Name
- Map "Last Name" → Last Name
- Map "Email" → Email
- Map "Company" → Account Name
- Map "Job Title" → Title
- Map "Phone" → Phone Number
- Map "LinkedIn URL" → LinkedIn URL
Any fields Apollo doesn't recognize can be mapped to custom fields if you've set those up, or skipped entirely. Take your time here — accurate field mapping is what makes enrichment work properly.
Step 5 — Set Deduplication Rules
Apollo will ask how to handle records that already exist in your database:
- Skip duplicates — Recommended if you don't want to overwrite existing data
- Update duplicates — Useful if your imported CSV has fresher data than what's currently in Apollo
- Create new regardless — Only use this if you're certain there's no overlap
Choose based on your situation. For most users importing a net-new lead list, skipping duplicates is the safest default.
Step 6 — Choose a List or Tag
Before finalizing the import, Apollo lets you assign the imported contacts to:
- A specific saved list for easy filtering and segmentation
- One or more tags to label the batch (e.g., "Imported June 2025" or "Cold List — Webinar Attendees")
- A specific sequence if you want to immediately enroll them in an outbound email campaign
This organizational step is critical. Assigning a tag or list to your import means you can isolate, filter, and act on this specific group of leads without them getting lost in your broader database.
Step 7 — Run Enrichment
Once the import is complete, Apollo gives you the option to enrich the imported contacts:
- Apollo will cross-reference your imported data against its 275M+ contact database
- Missing emails, phone numbers, titles, and company data will be filled in automatically
- Contacts will receive verification badges based on email deliverability
- Job change flags will appear if Apollo detects someone has recently moved roles
Enrichment credit consumption depends on your plan. On paid plans, you get monthly enrichment credits — each enriched contact uses one credit.
See Apollo's pricing and enrichment credit allowances →
Importing Leads via CRM Integration
If your leads live in HubSpot or Salesforce, you don't need to export a CSV at all.
Apollo's native CRM integrations let you sync contacts bidirectionally:
- Connect Apollo to HubSpot or Salesforce under Settings → Integrations
- Choose which CRM objects (Contacts, Leads, Accounts) to sync
- Set sync frequency and field mapping rules
- Apollo will pull in existing CRM records and allow you to enrich and sequence them directly
This is the cleanest option for teams already running a CRM. It eliminates manual CSV exports and keeps your Apollo database automatically updated as your CRM changes.
Common Import Mistakes to Avoid
- Not cleaning the CSV first — Importing messy data creates messy records that are harder to enrich
- Skipping field mapping — If Apollo can't map your columns, it can't enrich or filter properly
- Ignoring deduplication settings — Importing without setting dedup rules can create hundreds of duplicate records
- Not tagging the import — Without a tag or list, your imported leads blend into the database with no way to isolate them
- Importing unverified emails and sequencing immediately — Always let Apollo's verification run before activating outbound sequences
Key Takeaways
- Apollo accepts CSV imports for both people and account records
- Clean your file and map fields carefully for the best enrichment results
- Tag or list every import batch so you can act on it strategically
- Use CRM integrations to skip the CSV process entirely if you're on HubSpot or Salesforce
- Enrichment turns a basic lead list into a fully actionable outbound asset
Import your leads into Apollo.io and start enriching them for free →
FAQ: Importing Leads into Apollo.io
Can I import leads on the free Apollo plan?
Yes. The free plan supports CSV imports, though enrichment credits are limited. You can still import and manually work with your contacts without spending credits.How many leads can I import at once?
Apollo supports bulk imports of up to 50,000 records per CSV file. For larger lists, break the file into batches.Will imported leads count against my contact limit?
Imported contacts do count toward your database limit. Check your plan's contact cap before importing very large lists.Can I import leads and add them to a sequence immediately?
Yes. During the import flow, Apollo lets you assign contacts to an active sequence. However, always verify emails before sequencing to protect your sender reputation.