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