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.

One of the most common questions Dominik Wantuch gets from companies entering Poland is whether they need to physically attend expos, trade shows, and industry conferences — and whether Architecture of Sales can handle that on their behalf. In this episode, he answers it directly, explains what's included across all service packages, and makes the case for why local, Polish-speaking presence at events isn't just convenient — it's a measurable lead generation advantage.

What you'll learn in this episode:

• Event attendance is optional — but available in every package. Architecture of Sales' primary focus is cold calling, social selling, and cold emailing as part of its core lead generation service. But event representation is included across all service tiers — you don't need to upgrade to access it.
• A dedicated person who already knows your business represents you. The same person working on your lead generation project attends the event — someone already fluent in your solution, your company, and your value proposition, communicating entirely in Polish.
• Why Polish-language presence at your booth matters more than you'd expect. Only around 1 in 10 Poles feels genuinely comfortable communicating in English. Attending an expo without a native Polish speaker at your stand means losing the majority of conversations before they start.
• What the team can do before, during, and after an event. During outreach campaigns, Architecture of Sales proactively asks prospects which industry events are must-attends — building you a targeted event calendar. On the day, they collect leads, support your stand, and deepen any already-scheduled prospect meetings. Afterwards, you receive a full debrief report.
• Full-service event logistics support. Beyond showing up, the team can help organise your booth setup and translate all marketing materials into Polish — so your entire presence reads as local, not foreign.
• How event costs work. Travel and accommodation are charged at cost. Time at the event draws from your monthly package hours — a full-day expo counts as 8 hours — or you can purchase additional hours if needed.
• Local presence removes hidden sales barriers. Beyond the leads collected on the day, having someone on the ground in Poland consistently throughout your sales process gives you real-time market intelligence, helps you understand customer expectations more deeply, and unblocks deals that stall due to cultural or communication friction.

This episode is especially relevant if you're evaluating whether building partnerships in Poland or attending sector-specific expos makes sense for your industry — and want to understand how an outsourced, native-speaking team can represent you without you having to be there in person.

🔗 Every company's situation is different. If you want to talk through the right approach for your business — including whether event representation makes sense for your sector and how it fits into your overall entry strategy — book a free call with Dominik.
→ B2B Lead Generation in Poland→ Sales Support & Process Coaching→ Find Business Partners in Poland→ About Architecture of Sales

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