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 — 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