Architecture of Sales - Enter Polish B2B Market Podcast

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 action
• Why decision-making differs so much between e-commerce and commercial real estate, and how that changes the length of the sales process
• How company structure changes everything: selling to an LLC vs. a joint stock company means a completely different buying process and budgeting
• The core principle most foreign companies miss: don't plan how you want to sell, understand how Polish companies actually buy, and adjust to that
• Why entering Poland alone means finding and betting on a Polish speaker, while burning time and budget if it doesn't work out
• Michał's three tips for selling in Poland: bring real value, adjust communication to the buyer, and match your sales process to their buying process
• What to do when your product has no obvious unique selling point: play with price, speed, or risk mitigation like a free proof of concept
• Whether being a foreign company matters when you have a Polish representative, and when English is and isn't enough
• The hardest industry to sell right now: IT body leasing and staff augmentation, with low entry barriers and demand at an all-time low
• The 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

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

"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

"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

If you are considering working with us, this is the episode to listen to first. No pitch. Just an honest explanation of how we work, what we do, what we don't do, and where we are actually strong.

Dominik Wantuch, founder of Architecture of Sales, walks through the full picture — from the first cold call to the closed deal.

What we cover in this episode:

• The two services we offer: Lead Generation and Sales Outsourcing — and the real difference between them
• Why most of our clients end up needing Polish language support inside the sales process, not just at the top of the funnel — and how our extended lead generation package solves that
• Why our Polish-speaking closers consistently improve conversion rates — and why that pattern holds across 30+ projects in the data
• The honest truth about outbound: we reach the 95% of the market that isn't actively looking for your solution yet — and that means longer cycles
• Why the first months are validation, not revenue — and why the companies that stay in the process are the ones that grow
• How we work with a 7-person startup and a corporation like eBay using the same model, adapted to your team size and structure
• What one invoice actually covers: a dedicated SDR, full tool stack, CRM, Sales Navigator, warmed-up email infrastructure, onboarding, management, and weekly reporting
• How data ownership works: we are the processor, you are always the administrator and owner of everything we build together
• Why we only work on fixed fee — and never on success fee only

"The early period is not the result. It is the validation. The growth comes after — for the companies that stayed in the process." — Dominik Wantuch

We are a team of native Polish-speaking SDRs based in Gdańsk, Poland, helping foreign companies from the Baltics, Netherlands, Nordics, Ireland, and the UK build a qualified sales pipeline in the Polish B2B market. Over 4 years and 30+ go-to-market projects, with a hard specialization in SaaS and B2B software.

👉 architectureofsales.com

🔗 Dominik Wantuch on LinkedIn

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 discovery
• A technical expert — who can be English-speaking — who enters the process once there is a real opportunity and enough data to run a meaningful demo

This 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 fault
• How a structured onboarding process prepares an SDR to represent a complex product without needing to explain the technology
• Two tandem models: SDR + pre-sales engineer vs. SDR + sales executive
• Why the engineer's scarcity in the process actually increases deal value
• What 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

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 client
• Why finding a real USP in a crowded Polish market can take months
• How cold call scripts evolve after real conversations — and why AI tools like Claude and Clay are now part of the daily workflow
• Why the buyer persona on paper and the one who actually decides are almost always two different people
• How pipeline data tells you when it's time to pivot your ICP
• Why truly understanding a new market takes around six months
• The 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

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: ~€7,000
• Sales Outsourcing: ~€10,000

📍 6 months — First Deals

• Lead Generation: ~€13,000
• Sales Outsourcing: ~€18,500

📍 9 months — Confirmed Traction

• Lead Generation: ~€19,000
• Sales 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

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

Most B2B companies entering Poland expect too much too fast — and quit right before the market starts responding. They see 90 days without a signed deal and assume the market doesn't work for them. In most cases, they're wrong. The problem isn't Poland. The problem is expectations.

In this episode, Dominik Wantuch, founder of Architecture of Sales, breaks down exactly what 90 days of outbound lead generation in Poland delivers — and what it doesn't — based on 30+ go-to-market projects and 250+ conversations with companies considering Poland as a new market. The pattern he sees is always the same: companies that set the right expectations survive and scale, companies that don't pull the plug too early or never start at all.

To make it concrete, Dominik uses a realistic baseline — one part-time SDR, 40 hours per month, over three months of collaboration. No magic tools, no shortcuts. Just a dedicated person calling, emailing, and reaching out on LinkedIn to your ideal customer profile in Poland.

With that setup, you can expect between 12 and 18 qualified meetings with your target prospects. That might not sound like much, but what those meetings give you is far more valuable than the number itself. You get direct feedback on your messaging, your pricing perception, and your sales materials. You find out whether your demo needs Polish-market examples, whether an English-speaking sales executive is enough or whether you need a Polish account manager. You build your first real FAQ — not from assumptions, but from actual objections raised by real prospects. You identify which sales blockers keep appearing: implementation time, a missing USP, the wrong ideal customer profile. And most importantly, you collect enough data to make an informed decision about whether to invest more money into your Polish market entry.

What you won't get in 90 days is equally important to understand. You most likely won't close any deals — and depending on your sales cycle, that's completely expected. You won't have time to A/B test multiple messages or explore several market segments in parallel. And you won't get a clear answer on pricing. 90 days gives you a signal on interest, not on willingness to pay. That data typically starts coming in month four and five, once prospects have moved further down the pipeline and real budget conversations begin.

Outbound sales processes are always longer than inbound — you're identifying a problem for the prospect, educating them, and convincing them your solution is the right fit. That takes time, especially in Poland. But it works. Around 50 to 60 percent of the prospects who take the first meeting will move to the next stage of your pipeline, meaning you'll typically have six to eight companies still engaged and wanting to continue the conversation after the initial meeting.

The real value of 90 days isn't a signed contract. It's the right to make a confident decision — whether to stay and scale, or to pivot before committing serious budget. That's exactly what you need at this stage, and it's more than most companies think to ask for before they start.

To properly validate the Polish market, you need at least six to nine months. But 90 days is where it begins — and if you go in with the right expectations, it's enough to know whether the opportunity is real.

This episode is for founders and sales leaders at B2B companies — SaaS, hardware, and services — who are seriously considering Poland as their next market and want an honest picture of what the first three months actually look like on the ground.

Dominik Wantuch is the founder of Architecture of Sales, a lead generation and sales outsourcing agency that helps foreign B2B companies enter the Polish market through dedicated Polish SDRs. If you're planning a Polish market entry and want to know what it would look like for your specific product, reach out to Dominik directly on LinkedIn.