If you’ve been relying on Apollo or similar tools for B2B prospecting, you may have noticed a sudden void in your workflow. That’s because LinkedIn has tightened its grip on data scraping, shutting down Apollo’s access—and likely setting the stage for more crackdowns. So, what does this mean for your sales and marketing strategies? Are other platforms at risk? Most importantly, how can you keep your pipeline full without stepping on LinkedIn’s toes?
Why Did LinkedIn Crack Down on Apollo?
LinkedIn has been positioning itself as the go-to source for B2B sales intelligence. Their Sales Navigator product is a major revenue driver, and platforms like Apollo, ZoomInfo, and RB2B have been piggybacking on LinkedIn’s data. This latest move signals that LinkedIn isn’t just protecting its user privacy—it’s also protecting its own bottom line.
Apollo’s LinkedIn page is gone. Their ads? Also wiped out. Their tools, which previously helped sales teams scrape LinkedIn data, no longer work.
It’s not just Apollo—other platforms using similar tactics may be next. LinkedIn’s message is clear: if you’re using third-party tools to scrape data, you’re at risk.
Who’s Next? Are Other Sales Intelligence Platforms Safe?
Apollo isn’t the only platform affected. ZoomInfo, Lusha, and even RB2B could be on LinkedIn’s radar. If your prospecting strategy relies on these tools, it’s time to start thinking about a backup plan.
What Can You Expect?
- More bans: LinkedIn could target other data-scraping platforms next.
- Stronger enforcement: Expect tighter restrictions on third-party integrations.
- More investment in Sales Navigator: LinkedIn is nudging you toward its own tools—and they’re making it harder to avoid them.
So, does this mean Sales Navigator is your only option? Not quite. While LinkedIn is tightening control, there are still ways to build a strong prospecting strategy without relying on data scraping.
Alternative Tools to Apollo and Seamless AI
With Apollo out of the picture, you’ll need new ways to build and manage your prospect lists. Here are a few alternatives:
- Lusha: Provides verified contact details but with stricter usage policies to stay compliant with LinkedIn’s terms.
- LinkedHelper: This is a great alternative for prospecting and outreaching that also integrates with Sales Navigator. Pay attention to the delays and daily limits, though.
- Lead411: A solid alternative with real-time intent data and direct email discovery.
- Cognism: Focuses on GDPR and CCPA compliance while offering robust sales intelligence.
- Kaspr: A LinkedIn-friendly tool for collecting contact details without scraping.
- Crunchbase Pro: Great for discovering high-growth companies and decision-makers.
- Uplead: Offers verified B2B contact data and integrates well with CRM systems.
- ZoomInfo: Still functional, but potentially at risk of LinkedIn’s next crackdown.
These tools may not completely replace Apollo, but they can help you build a smarter, more sustainable prospecting strategy.
What Should You Do Now? Best Practices for LinkedIn B2B Sales
If you’re thinking, Great, so how do I find leads now? Don’t worry—you still have plenty of options. The key is shifting from mass scraping to a more intentional, relationship-driven approach.
1. Leverage the 1-5-10-20 Rule
If you’re serious about LinkedIn prospecting, follow this simple framework to stay active and grow your network organically.
1 Post per Day: Share a valuable post to establish your credibility. Options include:
- Personal insights
- Industry trends
- Client success stories
- Thought-provoking questions
- Polls for engagement
Keep it short, clear, and actionable. And yes, avoid corporate jargon—nobody wants to read a sales pitch disguised as a thought-leadership post.
5 Strategic Comments: Engage with key people in your industry by commenting on their posts.
- Look for posts with high engagement from your target audience.
- Add something insightful—don’t just write, “Great post!”
- Ask a follow-up question to spark conversation.
Bonus tip: If writing isn’t your thing, tools like evyAI can help craft responses that sound natural and engaging.
10 Direct Messages: Build relationships through meaningful conversations.
- Reach out to past prospects, new connections, or warm leads.
- Reference something specific from their content or profile.
- No sales pitches; instead, start a real conversation.
20 Connection Requests: Expand your network strategically.
- Personalize your connection requests.
- Mention a shared interest, mutual connection, or relevant reason for connecting.
This method is all about quality over quantity. A few good connections are more valuable than a hundred ignored requests.
2. Rethink Your Data Sources
If scraping is off the table, where do you get prospect data?
- LinkedIn’s Advanced Search: Use filters to find your ideal prospects manually.
- Company Websites: Many businesses list their leadership team and contact details.
- Industry Directories: Sites like Crunchbase and Clutch are great for tech and startup prospecting.
- Strategic Partnerships: Get referrals from mutual connections.
3. Start Building Your Brand
People buy from people they trust. If you want to stand out without mass data scraping, focus on personal branding.
- Share valuable insights regularly.
- Engage in discussions (without being spammy).
- Position yourself as the go-to expert in your field.
4. Experiment with LinkedIn Sales Navigator (But Don’t Rely on It)
Yes, LinkedIn wants you to pay for Sales Navigator. While it has powerful features, it’s not a silver bullet. Use it strategically:
- Save and track leads.
- Get notified when prospects engage with content.
- Use the search filters to find decision-makers.
But keep in mind: just having Sales Navigator doesn’t replace good old-fashioned relationship-building.
What’s the Bigger Picture?
If you take one thing away from this, let it be this: B2B sales are shifting away from automated, high-volume prospecting. The new game is all about personalization, trust, and organic engagement.
Key Takeaways:
- LinkedIn is cracking down on data scraping, and more bans may follow.
- Tools like Apollo are gone, and others could be next.
- You can still build a strong pipeline with a strategic approach—focus on engagement, branding, and direct outreach.
- Follow the 1-5-10-20 Rule to maintain a daily LinkedIn presence.
- Invest in relationships, not just tools.
Change can be frustrating, but it’s also an opportunity. The sales teams that adapt quickly will come out ahead. So, what’s your next move? It’s time to test new strategies and see what works for your business.
