Architecture of Sales - Enter Polish B2B Market Podcast

Before you send a single cold email or book a single meeting in Poland, there's foundational work that determines whether your entire market entry succeeds or stalls. In this episode, Dominik Wantuch — founder of Architecture of Sales and a specialist in B2B lead generation for the Polish market — walks through the strategic groundwork every company needs to complete before launching outbound in Poland.

This is the episode to start with if you're planning your Polish market entry. Dominik covers the exact framework his agency uses with every new client — from defining who to target, to understanding why they should buy, to mapping the full sales journey from first contact to closed deal.

What you'll learn in this episode:

• How to define your ICP (Ideal Customer Profile) for Poland. Start by segmenting your existing customers by industry, company size, and revenue. The right ICP determines everything downstream — who you contact, what you say, and who in the organisation you target. A company with 50 employees needs a different approach than one with 1,000.
• How buyer personas shift depending on company size. At the SME level you're talking to founders and C-level. At mid-market, directors. At enterprise, marketing managers. Get this wrong and your message lands with the wrong person — or no one at all.
• How to build your market value proposition for Poland. Every ICP segment and every buyer persona has a different reason to buy. Smaller companies value not having to hire locally. Mid-size companies value time saved on prospecting. Your MVP must speak to each segment's specific motivation — not a generic pitch.
• How to identify and map pain points to your solution. Pain points are what customers actually pay to solve. Dominik explains how to connect your solution directly to the specific frustrations your Polish prospects are experiencing — including the cultural and structural friction that catches foreign companies off guard.
• How to design your end-to-end sales process before you start. From first contact through demo, trial, and close — every stage needs a defined action and expected outcome. Dominik walks through a realistic conversion rate model: 30% to demo, 15% to trial, 10% to close — and why your numbers will be lower in a new market where brand awareness is zero.

If you've tried entering Poland on your own and hit a wall — low response rates, confusing cultural signals, inconsistent results — this episode explains why, and what to fix. Dominik's clients consistently struggled with exactly these issues before working with Architecture of Sales' lead generation service, which handles prospecting, outreach, and meeting generation so technical and specialist teams can focus on closing.

This episode pairs directly with the rest of the series covering Polish market analysis, finding business partners in Poland, and hands-on sales support — giving you a complete picture of what a successful Polish market entry looks like from strategy through execution.

🔗 Start your Polish market entry the right way.
Book a consultation with Dominik to map your ICP, validate your value proposition, and build a lead generation process built for Poland.
→ B2B Lead Generation in Poland→ Sales Support & Process Coaching→ About Architecture of Sales

You've booked the meetings. You have a great product. So why isn't anything closing in Poland? In this episode, Dominik Wantuch — founder of Architecture of Sales and a B2B lead generation specialist with years of boots-on-the-ground experience in the Polish market — breaks down the most common sales mistakes he sees international companies make, and exactly how to fix them.

These aren't theoretical errors. They're patterns Dominik and his team have witnessed repeatedly while running lead generation campaigns and attending first meetings alongside their clients across Poland.

The mistakes covered in this episode:

• Selling in English to a Polish-language market. Only 30–35% of Poles speak English — which means English-only prospecting, demos, and materials lock you out of up to 25 million potential customers before you even start.
• Jumping straight into the demo. Skipping discovery and going product-first is one of the fastest ways to lose a Polish prospect. Dominik recommends the SPIN methodology (Situation, Problem, Implication, Need-Payoff) to keep buyers engaged and position your solution as the answer to their specific pain.
• Finishing the demo with no next steps. A great meeting means nothing if you leave without a clear plan. Always close with agreed actions, timelines, and ownership — whether that's a trial, a second meeting with board members, or a proposal review.
• Leading with your company and product, not the customer. Polish buyers, like buyers everywhere, tune out vendor monologues. Keep the focus on their situation, their problems, and their goals.
• Slow response times. Speed matters more than most companies realise. Time-to-response — to leads, to post-meeting follow-ups, to agreements — is a key performance indicator that directly affects conversion.

Dominik also explains how Architecture of Sales' sales support service goes beyond lead generation — joining client meetings, running weekly call reviews, and actively helping improve sales processes and presentations in real time.

If you're planning to enter Poland or struggling to convert pipeline into deals, this episode is essential listening.

🔗 Ready to improve your results in Poland?
Book a consultation with Dominik and explore how Architecture of Sales can help you generate qualified pipeline, fix your sales process, and win in the Polish market.
Learn more about our core services:
→ B2B Lead Generation in Poland→ Sales Support & Process Improvement→ About Architecture of Sales

Thinking about selling in Poland through resellers or channel partners? In this episode, Dominik Wantuch — founder of Architecture of Sales and a hands-on practitioner of B2B market entry in Poland — shares what it actually takes to build a working partnership network, and where most companies go wrong.

There are two core routes into the Polish market: going directly to end customers, or building a reseller and partner channel. The second path sounds tempting — but it comes with a set of costly misconceptions. Dominik covers the most common mistakes and how to avoid them.

What you'll learn in this episode:

• Why the "sign a partner and let them sell for you" model almost always fails — and what you need to provide instead
• The demand generation support your partners actually need: lead generation, Google Ads, sales training, and employee motivation
• Why you need two separate value propositions — one for the partner, one for their end customers
• How to identify the right partner ICP: companies that sell to the same buyer persona or offer complementary solutions
• Why the 2–3 month mark is critical — and how to keep partners engaged before they default back to their core business
• Why building a real partner network takes 12+ months of leads, knowledge-sharing, and consistent investment

Whether you're exploring finding business partners in Poland or scaling through a reseller model, this episode gives you a clear-eyed framework to do it right.

🔗 Explore our services:

• B2B Lead Generation in Poland
• Find Business Partners in Poland
• Sales Support
• About Architecture of Sales
• Get in Touch

Thinking about expanding into Poland? In this episode, Dominik Wantuch — founder of Architecture of Sales, a B2B lead generation agency specializing in Polish market entry — breaks down exactly what the market validation process looks like, what to expect, and how to budget for success.

What you'll learn in this episode:

• What market validation really means — and why it's the essential first step before committing to a new market
• Why 3 months is the benchmark: how to realistically generate 15–18 prospect meetings in Poland and what to do with that feedback
• Why you shouldn't expect closed deals in your first quarter — and the psychology of Polish B2B buyers
• How to think about conversion rates in a new market (hint: plan for 2–3× lower than your home market)
• Why the biggest ROI typically arrives in year two — and how to budget 6–12 months of runway to get there

Dominik draws on years of hands-on experience helping international companies launch in Poland, offering a grounded, no-hype view of what market entry actually takes. Whether you're a founder, sales director, or market expansion lead, this episode gives you the realistic framework you need to validate before you scale.

🔗 Ready to explore the Polish market? Visit architectureofsales.com to learn how Architecture of Sales helps companies generate qualified pipeline and enter Poland with confidence.