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

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