Episode Details

You can always get the best sales secrets from the top companies in the industry. In this episode, I’m chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don’t use this sales enablement AI platform, these tips will help you boost your performance and close deals faster.

Meet Josh Garrison

• Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io.
• He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales.
• As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales.

Only Let AI Do Some of the Work

• Are you still making the mistake of using AI to do all your work? If you haven’t realized it yet, people want a human touch, and too much AI can damage their trust in a company.
• Josh shares that it’s better to use AI for specific tasks. 
• For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers.

Diversify Your Outreach

• If you’re still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day. 
• Pay attention to your prospect's daily routine. If they’re busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime.

Use Social Media the Right Way

• Josh advises using social engagement strategically, particularly by commenting on LinkedIn posts.
• Also, social listening can help you build a presence and establish experti