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, 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.
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