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

Episode notes

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.