Architecture of Sales - Enter Polish B2B Market Podcast

About Architecture of Sales - Enter Polish B2B Market Podcast

Practical insights for companies entering the Polish B2B market. We cover sales strategy, lead generation, cold outreach, partner networks, and the cultural nuances that make or break market entry in Poland. Whether you're considering in-house sales or outsourcing, this show gives you the honest, unfiltered playbook — from the people doing it on the ground.

Publisher

Architecture of Sales

Category

business

Language

en

Explicit

No

First episode

15 Apr 2026

Latest episode

17 Sept 2026

Latest episodes

14 episodes in the feed.

1. 

   17 Sept 2026

   Why Your Sales Process Fails in Poland (And What to Fix) | Michał Dargacz from Architecture of Sales

   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 (https://architectureofsales.com), 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 (https://architectureofsales.com). 🔗 Architecture of Sales on LinkedIn (https://www.linkedin.com/company/architecture-of-sales)

2. 

   8 Sept 2026

   Selling Into Polish Real Estate Is Detective Work — Here's How to Do It | Michał Dargacz

   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 (https://architectureofsales.com), 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 (https://architectureofsales.com). 🔗 Architecture of Sales on LinkedIn (https://www.linkedin.com/company/architecture-of-sales)

3. 

   3 Aug 2026

   Why Polish Distributors Ignore Your Product — And How to Fix It Before You Sign

   "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 (https://architectureofsales.com), 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 (https://architectureofsales.com/are-you-looking-for-a-distributor-in-poland/) Want to talk through your own situation? Book a call directly at architectureofsales.com (https://architectureofsales.com) and Dominik will tell you honestly whether the distributor model makes sense for your product at all. 🔗 Dominik Wantuch on LinkedIn (https://www.linkedin.com/in/dominikwantuch)

4. 

   30 Jul 2026

   Foreign Companies Keep Losing Polish Deals They Should Win. 3 Reasons Why.

   "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 (https://architectureofsales.com), 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 (https://architectureofsales.com). 🔗 Dominik Wantuch on LinkedIn (https://www.linkedin.com/in/dominikwantuch)

5. 

   4 Jun 2026

   How to Scale Technical B2B Sales in Poland Without Burning Out Your Engineers

   Your best salesperson is often your product engineer. And that's exactly the problem. In this episode, Dominik Wantuch — founder of Architecture of Sales (https://architectureofsales.com) — 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 (https://architectureofsales.com) 🔗 Dominik Wantuch on LinkedIn (https://www.linkedin.com/in/dominikwantuch)

6. 

   1 Jun 2026

   Cold Calls, Clay & Claude: Inside the B2B Sales Process at Architecture of Sales | Polish Market Entry with Szymon Dąbrowski & Ewelina Piechota

   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 (https://architectureofsales.com) — 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 (https://architectureofsales.com) Connect with our guests: 🔗 Ewelina Piechota on LinkedIn (https://www.linkedin.com/in/ewelinapiechota/) 🔗 Szymon Dąbrowski on LinkedIn (https://www.linkedin.com/in/simondabrowski/)

7. 

   18 May 2026

   How Much Does Sales Outsourcing in Poland Actually Cost? Lead Generation vs Full Sales Outsourcing in Poland

   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/ (https://architectureofsales.com/poland-market-entry-guide/)🔗 Website: https://architectureofsales.com (https://architectureofsales.com)💼 Connect with Dominik on LinkedIn: https://www.linkedin.com/in/dominikwantuch/ (https://www.linkedin.com/in/dominikwantuch/)📍 Gdańsk, Poland

8. 

   16 May 2026

   The Polish Market Entry Checklist: 9 Points That Separate Success from Failure

   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 (https://architectureofsales.com)💼 Connect with Dominik: https://www.linkedin.com/in/dominikwantuch/ (https://www.linkedin.com/in/dominikwantuch/)📍 Gdańsk, Poland

9. 

   4 May 2026

   The First 90 Days in the Polish Market — What to Expect and What to Ignore

   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.

10. 

    24 Apr 2026

    Polish Trade Shows & Expos: Why Having a Native Polish-Speaking Representative at Your Booth Can Double Your Lead Results

    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 (https://architectureofsales.com) 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 (https://architectureofsales.com/lead-generation/). 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 (https://architectureofsales.com/sales-support/) 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 (https://architectureofsales.com/find-business-partners/) 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 (https://architectureofsales.com/contact/). → B2B Lead Generation in Poland (https://architectureofsales.com/lead-generation/)→ Sales Support & Process Coaching (https://architectureofsales.com/sales-support/)→ Find Business Partners in Poland (https://architectureofsales.com/find-business-partners/)→ About Architecture of Sales (https://architectureofsales.com/who-we-are/)

11. 

    21 Apr 2026

    How to Prepare Your B2B Lead Generation Strategy Before Entering the Polish Market: ICP, Buyer Personas, Pain Points & Sales Process

    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 (https://architectureofsales.com) 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 (https://architectureofsales.com/lead-generation/), 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 (https://architectureofsales.com/market-analysis/), finding business partners in Poland (https://architectureofsales.com/find-business-partners/), and hands-on sales support (https://architectureofsales.com/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 (https://architectureofsales.com/contact/) to map your ICP, validate your value proposition, and build a lead generation process built for Poland. → B2B Lead Generation in Poland (https://architectureofsales.com/lead-generation/)→ Sales Support & Process Coaching (https://architectureofsales.com/sales-support/)→ About Architecture of Sales (https://architectureofsales.com/who-we-are/)

12. 

    18 Apr 2026

    The Real Reason You're Not Closing B2B Deals in Poland

    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 (https://architectureofsales.com) 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 (https://architectureofsales.com/lead-generation/) 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 (https://architectureofsales.com/sales-support/) 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 (https://architectureofsales.com/contact/) 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 (https://architectureofsales.com/lead-generation/)→ Sales Support & Process Improvement (https://architectureofsales.com/sales-support/)→ About Architecture of Sales (https://architectureofsales.com/who-we-are/)

13. 

    16 Apr 2026

    The Right Way to Find and Activate Resellers in Poland

    Thinking about selling in Poland through resellers or channel partners? In this episode, Dominik Wantuch — founder of Architecture of Sales (https://architectureofsales.com) 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 (https://architectureofsales.com/find-business-partners/) 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 (https://architectureofsales.com/lead-generation/) Find Business Partners in Poland (https://architectureofsales.com/find-business-partners/) Sales Support (https://architectureofsales.com/sales-support/) About Architecture of Sales (https://architectureofsales.com/who-we-are/) Get in Touch (https://architectureofsales.com/contact/)

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    15 Apr 2026

    Market Validation: How to Enter the Polish Market

    Thinking about expanding into Poland? In this episode, Dominik Wantuch — founder of Architecture of Sales (https://architectureofsales.com), 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 (https://architectureofsales.com) to learn how Architecture of Sales helps companies generate qualified pipeline and enter Poland with confidence.

Contact Architecture of Sales - Enter Polish B2B Market Podcast

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