Architecture of Sales - Enter Polish B2B Market Podcast

Architecture of Sales
  • 0.0 (0)
  • Marketing
  • Updated Monthly

Practical insights for companies entering the Polish B2B market. We cover sales strategy, lead generation, cold outreach, partner networks, and the cultural nuances that make or break market entry in Poland. Whether you're considering in-house sales or outsourcing, this show gives you the honest, unfiltered playbook — from the people doing it on the ground.

  1. 4d ago

    Why Your Sales Process Fails in Poland (And What to Fix) | Michał Dargacz from Architecture of Sales

    Every industry in Poland sells differently — and the companies that ignore that are the ones that struggle to enter the market. Ewelina Piechota talks with Michał Dargacz, the most senior SDR at Architecture of Sales, about what actually changes when you sell across commercial real estate, mining, e-commerce, manufacturing, construction and wholesale partnerships. With 10 years in hospitality before sales, Michał has seen enough that almost nothing surprises him anymore. What we cover in this episode: The one rule that holds true across every industry: create enough value at low enough risk for the company to take actionWhy decision-making differs so much between e-commerce and commercial real estate, and how that changes the length of the sales processHow company structure changes everything: selling to an LLC vs. a joint stock company means a completely different buying process and budgetingThe core principle most foreign companies miss: don't plan how you want to sell, understand how Polish companies actually buy, and adjust to thatWhy entering Poland alone means finding and betting on a Polish speaker, while burning time and budget if it doesn't work outMichał's three tips for selling in Poland: bring real value, adjust communication to the buyer, and match your sales process to their buying processWhat to do when your product has no obvious unique selling point: play with price, speed, or risk mitigation like a free proof of conceptWhether being a foreign company matters when you have a Polish representative, and when English is and isn't enoughThe hardest industry to sell right now: IT body leasing and staff augmentation, with low entry barriers and demand at an all-time lowThe single most important first step before entering Poland: market validation"Don't plan how you want to sell. Understand how those companies actually buy, and adjust your sales process to their buying process." — Michał Dargacz Architecture of Sales is a lead generation and sales outsourcing agency helping foreign companies enter the Polish B2B market with native Polish-speaking SDRs. Considering the Polish market? We can help you find your first paying Polish client. Book a call at architectureofsales.com. 🔗 Architecture of Sales on LinkedIn

  2. Sep 8

    Selling Into Polish Real Estate Is Detective Work — Here's How to Do It | Michał Dargacz

    Four companies can be involved in a single commercial property in Poland. Sometimes five or six. Figuring out which one actually buys your solution is where most market entries fall apart. Ewelina Piechota talks with Michał Dargacz — the most senior SDR at Architecture of Sales, who has led full sales outsourcing for two commercial real estate projects and brings four years of experience in the sector. This is a practical, no-fluff breakdown of what actually works when selling into Polish real estate. What we cover in this episode: The first thing every real estate company must do before entering Poland: know your competition and prove your solution is genuinely different The industry-specific traps, like Polish energy cost calculation, where lower consumption doesn't always mean lower cost The two biggest problems in the sector: limited human resources and long decision-making cycles, and the strategies that get past them Which outreach actually works: cold calls, cold email, cold social, conferences, online and face-to-face meetings Realistic timelines to a first paying customer: from one month for a proof of concept at property level, up to two to five years for asset-management software that changes internal processes Whether you can win clients in Poland without a Polish speaker, and how much it really slows you down How to identify the right buyer persona when four, five or even six different companies are involved in a single property: investor, asset manager, property manager, facility maintenance, and sometimes cyber security Why finding the real beneficiary of your solution feels like detective work, and how to start every project by defining that person Whether there's still room in the market for new local and international players "Understand who your competitors are, and make sure whatever you're offering is genuinely different and adds value." — Michał Dargacz Architecture of Sales is a lead generation and sales outsourcing agency helping foreign companies enter the Polish B2B market with native Polish-speaking SDRs. Work in commercial real estate and considering Poland? Michał is open to talk. Book a call at architectureofsales.com. 🔗 Architecture of Sales on LinkedIn

  3. Aug 3

    Why Polish Distributors Ignore Your Product — And How to Fix It Before You Sign

    "We need distributors for our product in Poland. Please find them for us." Dominik gets this message almost every week. And almost every time the answer is the same: sure, we can find them, you'll sign the deals, and nothing will happen. This one mistake costs companies a full year. In this episode you'll learn why the distributor model fails for unknown brands in Poland, what a distributor really calculates before touching your product, and what you have to do first if you want this model to work at all. This is for companies selling physical products or software in B2B that want to enter Poland through resellers, agents or distributors, especially if the plan is to find partners, let them sell, and just take a share of the profit. Dominik Wantuch, founder of Architecture of Sales, has run 30+ go-to-market projects in Poland, many of them building partnership networks. Here's the honest version of why the model breaks. Why the model fails: On paper it looks perfect. The distributor generates sales, carries the cost and risk, and you take a share of the profit. It doesn't work this way, and the distributor is not to blame. A company with a low budget and a brand that doesn't exist in Poland wants a distributor to do all the selling on a success fee. Poles are not suckers. They won't do it. Six months later you hear "the market isn't ready, the price is too high, the timing is wrong." The real reason: you put no skin in the game. You always sell twice. First you convince resellers to cooperate. Then you prove they can actually make money with you. Without the second part, nothing happens. Three people must win in every distribution deal: The owner needs a business case: margin, volume, cost to take you on, and what he gets back.The salesman needs commission worth fighting for. If your product pays less than one that sells itself, you lose.The end customer needs a real reason to buy and proof that someone in Poland already trusts you.What actually works: Either sign some resellers and run demand generation to prove they can earn with you, or sell yourself first, prove demand exists, then approach distributors from strength. A Polish distributor will not build your brand for you. They sell what already has demand. Your job is to create the demand. Looking for a distributor in Poland? Start here: architectureofsales.com/are-you-looking-for-a-distributor-in-poland Want to talk through your own situation? Book a call directly at architectureofsales.com and Dominik will tell you honestly whether the distributor model makes sense for your product at all. 🔗 Dominik Wantuch on LinkedIn

  4. Jul 30

    Foreign Companies Keep Losing Polish Deals They Should Win. 3 Reasons Why.

    "It looks nice, but it won't work at our company." If you have heard that after a demo in Poland, this episode is for you. By the end you will know the three structural reasons foreign companies lose Polish deals they should have won, and exactly what to fix before your next call. This is for B2B companies planning Polish market entry, specifically those selling software, hardware or technical solutions with a sales process that involves demos and procurement committees. Dominik Wantuch, founder of Architecture of Sales, breaks down a pattern his team sees again and again: the product is good, the unique selling points are strong, customers are genuinely interested, and then nothing moves forward. In most cases it isn't the product. It's three things the company didn't prepare for before going to market. Everything here comes directly from 30+ go-to-market projects in Poland, not from theory. The 3 mistakes we cover: The procurement and legal gate. Polish mid-market and enterprise companies are risk-averse by default. If your product touches personal data, employee records or anything in a database, legal will get one specific question on nearly every call, and if they don't get a good answer, they will kill the deal. The fix: get a written legal opinion from a Polish lawyer before your first meeting, not after the first objection.No clear reason to choose you over a local alternative. If a Polish company can pick between your solution and a local one with similar functionality and pricing, they will choose local almost every time: local support, local language, local references, local contract. You need to answer "why you, not the local option" in one sentence. If you can't, you will lose.Generic demos that feel foreign. Poles buy proof, not potential, proof that your solution works for a company that looks exactly like theirs. Generic data and case studies from other markets trigger the same rejection every time. Dominik shares how pulling a prospect's real employee list into the demo environment changed the entire conversation and closed the deal, plus why a Polish language version can make an objection disappear entirely.None of these fixes require a bigger budget. They require preparation before you go to market. Planning to enter Poland and want to know which of these three applies to your specific product? Book a call with Dominik directly at architectureofsales.com. 🔗 Dominik Wantuch on LinkedIn

  5. Jun 4

    How to Scale Technical B2B Sales in Poland Without Burning Out Your Engineers

    Your best salesperson is often your product engineer. And that's exactly the problem. In this episode, Dominik Wantuch — founder of Architecture of Sales — breaks down one of the most common mistakes technical companies make when entering a new market: sending their engineers to do cold outreach and prospecting. Engineers are brilliant at explaining products. They are not trained to prospect, qualify leads, or navigate a sales process. When you put them on cold calls, you are using a Formula One engine to deliver pizzas. It works — but at enormous cost in wasted time and burned-out talent. The solution Dominik outlines is the sales tandem: A native Polish-speaking SDR who opens conversations, qualifies prospects, and runs discoveryA technical expert — who can be English-speaking — who enters the process once there is a real opportunity and enough data to run a meaningful demoThis model protects your engineers from dead-end calls, raises the perceived value of every technical conversation, and builds a qualified pipeline your team can actually close. In this episode: Why technical people fail at prospecting — and why it's not their faultHow a structured onboarding process prepares an SDR to represent a complex product without needing to explain the technologyTwo tandem models: SDR + pre-sales engineer vs. SDR + sales executiveWhy the engineer's scarcity in the process actually increases deal valueWhat a qualified pipeline looks like when the tandem works correctly"What doesn't work is one engineer doing all of it alone." — Dominik Wantuch Architecture of Sales is a lead generation and sales outsourcing agency that helps companies enter the Polish market with native Polish-speaking SDRs. 👉 architectureofsales.com 🔗 Dominik Wantuch on LinkedIn

  6. Jun 1

    Cold Calls, Clay & Claude: Inside the B2B Sales Process at Architecture of Sales | Polish Market Entry with Szymon Dąbrowski & Ewelina Piechota

    What does it actually take to sell in Poland as a foreign company? In this episode, Ewelina Piechota talks with Szymon Dąbrowski — SDR and Business Development Manager at Architecture of Sales — about the real process behind entering the Polish B2B market. Not the theory. The actual work: onboarding sessions, cold calls that fall flat, buyer personas that turn out to be wrong, and months of iteration before something finally clicks. Szymon has worked on 11 sales projects across industries — from Estonian e-signing startups to invoicing software — and shares what he learned the hard way, so you don't have to. In this episode: The onboarding and Miro framework used with every new clientWhy finding a real USP in a crowded Polish market can take monthsHow cold call scripts evolve after real conversations — and why AI tools like Claude and Clay are now part of the daily workflowWhy the buyer persona on paper and the one who actually decides are almost always two different peopleHow pipeline data tells you when it's time to pivot your ICPWhy truly understanding a new market takes around six monthsThe biggest challenges in this job — from both Ewelina's and Szymon's perspective"The best time to enter the Polish market was yesterday. The second-best time is now." — Szymon Dąbrowski Architecture of Sales helps international companies build and execute B2B sales strategies in Poland — from lead generation and SDR outreach to full sales outsourcing. 👉 architectureofsales.com Connect with our guests: 🔗 Ewelina Piechota on LinkedIn 🔗 Szymon Dąbrowski on LinkedIn

  7. May 18

    How Much Does Sales Outsourcing in Poland Actually Cost? Lead Generation vs Full Sales Outsourcing in Poland

    Everyone asks the same question before entering Poland: how much will this actually cost? Most agencies won't give you a straight answer. In this episode, Dominik Wantuch — founder of Architecture of Sales, a B2B lead generation and sales outsourcing agency based in Gdańsk, Poland — shares the exact figures, budget frameworks, and real timelines from over 30 go-to-market projects in the Polish market. WHAT YOU WILL LEARN ✔ The three metrics from your own business you need before any pricing makes sense✔ Why Poland takes longer to close than Western or Northern European markets — and how to plan for it✔ The pilot model: what 40–50 SDR hours per month delivers and what it costs✔ Minimum budget for market validation in Poland (3 months)✔ Realistic 6-month and 9-month budget ranges for lead generation vs full sales outsourcing✔ How Polish buyer psychology — price sensitivity, risk aversion, reference culture — affects your sales timeline✔ Direct sales vs partner sales: same budget, different closer✔ How to calculate whether the Polish market makes financial sense for your product right now PRICING SUMMARY 📍 3 months — Market Validation Lead Generation: ~€7,000Sales Outsourcing: ~€10,000📍 6 months — First Deals Lead Generation: ~€13,000Sales Outsourcing: ~€18,500📍 9 months — Confirmed Traction Lead Generation: ~€19,000Sales Outsourcing: ~€26,000💡 Figures reflect 40–50 SDR hours/month. Final cost depends on your product, competitive landscape, USP, and sales cycle length. WHO THIS IS FOR This episode is for B2B companies — SaaS, hardware, and services — that are evaluating Poland as their next market and need real numbers to make an informed decision. Poland is the sixth-largest economy in the European Union. If you are planning a European expansion, it belongs in your analysis. ABOUT THE HOST Dominik Wantuch is the founder of Architecture of Sales, a B2B lead generation and sales outsourcing agency based in Gdańsk, Poland. His team has delivered 30+ go-to-market projects across SaaS, medtech, industrial equipment, and green technology sectors, helping international companies enter the Polish B2B market through native-language outreach, structured sales processes, and honest market feedback. 🔗 Free Polish Market Entry Guide: https://architectureofsales.com/poland-market-entry-guide/🔗 Website: https://architectureofsales.com💼 Connect with Dominik on LinkedIn: https://www.linkedin.com/in/dominikwantuch/📍 Gdańsk, Poland

  8. May 16

    The Polish Market Entry Checklist: 9 Points That Separate Success from Failure

    We ran over 30 go-to-market projects in Poland. Here is what killed the ones that failed. In this episode, Dominik Wantuch — founder of Architecture of Sales, a B2B lead generation and sales outsourcing agency based in Gdańsk, Poland — shares the 9 preparation points that every SaaS company must have in place before entering the Polish market. This episode is specifically for SaaS companies planning Polish market entry in the next 6 months. If that is you, it might save your budget. If it is not, it will save you time. WHAT YOU WILL LEARN The companies that failed all had the same gaps. The ones that succeeded started preparing before their first customer — not after. Dominik breaks down exactly what that preparation looks like across nine areas: 1. Segment your existing customersStart by mapping who you already serve — by industry, company size, revenue, or the shared problem you solve. This becomes the foundation of your storytelling in Poland. 2. Build a Polish demo environmentSeeing is believing. Polish buyers need to see Polish examples from their own business context — not generic screenshots. Localise your demo before your first call. 3. Use your prospect's own problems in the demoDo a short discovery call before the demo. Spend an extra hour preparing a tailored presentation. It is better to do one excellent demo than fifty generic ones with no result. 4. Translate your product interfaceIn a standard Polish purchase committee, you have the end user, the manager, and the business owner. All three need to feel comfortable with your software. Without Polish language support, your local competitors — who have everything in Polish — will close deals you should have won. 5. Show the cost of inaction — not just the benefitPolish buyers are cautious. They will not buy because your product is interesting. They buy because they cannot afford not to. Make the consequences of doing nothing visible and concrete. 6. Know who is in the room and speak to each of themThe user wants ease of use. The manager wants control and reporting. The CFO wants ROI. If you only address one of them, the others will kill the deal. Map the buying committee and prepare messaging for each stakeholder. 7. Address implementation upfrontThe real cost of your solution is not just the price — it is the time and effort to implement it. Polish buyers calculate both. If you do not show a clear implementation plan before the demo, they will use it as a reason to delay or walk away. 8. Prepare your one-sentence answer to the local competitor questionPoland has strong local competitors who speak Polish, hold local references, and understand the market. If you cannot explain why you are better than a local solution in a single clear sentence — write that sentence before your first call. 9. Be pessimistic about your timelineNo one in Poland knows you yet. Trust takes time. The average B2B sales cycle runs from 6 to 12 months. If your budget runs out in month three, do not enter. Plan for at least 6 months of runway before expecting your first closed deal. ABOUT THE HOST Dominik Wantuch is the founder of Architecture of Sales, a B2B lead generation and sales outsourcing agency based in Gdańsk, Poland. Over the past four years, his team has helped international SaaS, medtech, industrial, and green tech companies enter the Polish B2B market through native-language outreach, structured sales processes, and honest market feedback. 🔗 Website: https://architectureofsales.com💼 Connect with Dominik: https://www.linkedin.com/in/dominikwantuch/📍 Gdańsk, Poland

See All (14)

About

Practical insights for companies entering the Polish B2B market. We cover sales strategy, lead generation, cold outreach, partner networks, and the cultural nuances that make or break market entry in Poland. Whether you're considering in-house sales or outsourcing, this show gives you the honest, unfiltered playbook — from the people doing it on the ground.

Information