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