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, 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.

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