Marcin, being in Tech Business Development means a certain degree of hard work that is a cut above the rest. Were you always hardworking?
I was a very hard-working person since I was a child and this trait is very important in achieving my goals. I often helped my father and grandfather in various work around the house, and practically from the age of 16 to the end of my studies I was always looking for a summer job, thanks to which I learned hard work.
How did you become interested in technology?
At some point in my life, I think it was 9-10 years old, I dreamed of having a computer. I used to play Atari games and video games with my cousins. At the time when I wanted to have a computer, my parents couldn’t afford it, so my dream was hard to reach, but I wanted it so badly that I dreamed it at night (you probably know this feeling). At some point my dream came true and I received the first Commodore64. Initially, I was fascinated by playing games, so I spent my time on the computer. However, I knew that
this was not enough for me, so very quickly I started to look for other possibilities of my
equipment and then programming appeared. At the moment when a PC and Microsoft Windows appeared in my life, my technological development progressed very quickly. I learned how to use the operating system and various related activities, including hardware configuration. I think that this period shaped me the most in my understanding and approach to technology.
So this propelled you into learning technology formally?
Yes, thanks to this, I took the best step in my life, which was starting my studies at the Technical University in the field of Automation and Robotics. Even then, and it was 2000, it was known that this is a very forward-looking direction. Unfortunately, education in Poland is not at the highest level and I was only able to roughly touch what was associated with automation and robotics. Fortunately, at the end of my studies, I managed to do a two-month internship at a company that deals with automation control systems, where I quickly made up for the lost time at the university (incidentally, history came full circle because it was the company I am currently working with).
That is amazing, so when did you jump into your profession?
My real professional career began in October 2005 when I was admitted to a production company as an industrial robot programmer, where I programmed welding robots, and over time I built entire solutions to automate production. My boss also noticed in me the potential of a leader very quickly, so with time I started to build my team, and after over two years I got the chance to create an independent company dealing in automation and robotization. At this point, in 2008, there was a new chapter not only in my professional life but also in private, because my twin girls were born, who are the essence of my life.
Yes, 2008 was not probably the best for businesses. So what did you do then?
True John, the economic crisis of 2008 was bad, so searching for new clients for robotic solutions was extremely difficult. Added to this was the problem of low customer awareness in Poland regarding automation, so sales were based not only on proposing the right solution, but also on customer education. Despite many difficulties, I was able to build a very solid company employing nearly 70 people, providing very advanced technological solutions in the field of automation of production processes. We have
completed dozens of projects for various clients in various industries around the world.
In 2014, I became interested in the subject of 3D printing and invested in my own company dealing in the distribution of 3D printers. It was a very interesting, technological adventure that gave me the needed change and detachment from everyday life.
Interesting! So how did the transition happen to working for the company you were an intern with long back?
In 2018, after 10 years of hard work, after many successes, but also failures, I decided to re-evaluate my life, stop for a moment and think about what I expect from myself. I broke up with the company I was associated with since 2008 and started thinking about building my self-value. I joined the largest sales community in Poland, from which I have been drawing a lot of knowledge and inspiration for almost 2 years. At the end of 2018, the idea of my consulting activity appeared and I immediately began working with a company where I was an intern many years ago (the company deals in building control systems in the intralogistics industry). As it turned out, speaking to them was a bull’s-eye, because they were just when my competence and experience were the most useful and are still useful today. My main task is to help in development, i.e. seeking new clients and market areas. Additionally, I support internal development, i.e. arranging internal and operational processes as well as arranging the company’s structure. Thanks to my activities, within a year and a half, the company has found itself on a completely different level of operational and management activities.
So help me understand what is your take on the interactions between technology
and sales. Are there any specific tools or gadgets you rely on a lot?
I probably won’t be too original, but the main technological tool I use in the sales process is LinkedIn Sales Navigator. This solution helps in a very simple way to establish relationships with a potential customer without using, once popular, cold calling. In addition, it is a powerful source of knowledge about the market and the specific industry in which you operate. I have also been interested in Digital Marketing for some time and learn about new possibilities of the digital era (google ads, linkedin ads, seo, etc.). My latest discovery is big data analytics. This type of technology has a huge potential that is already used on a fairly wide scale, and in the future will be the standard of any company when looking for markets for new products and services.
Motivation is usually a key to success in sales. What motivates you everyday?
Because I am a very ambitious person, my main motivating factor is the effect of my work, i.e. acquiring a new client or a new contract. Of course, it is also important that there is chemistry with the client and open cooperation which leads to great relations.
What is the most valuable lesson you have learnt from your sales experience?
Never give up. If you believe in your product or service, always show it to your client. Credibility in the selling of solutions is at a premium value. The second most important rule that I always follow is to listen to the client and his needs. I am for him, not he is for me. In this case the old sentence “silence is gold” comes true.
When you pitch to a new client – what are some of the essential prep steps from
I always do deep research before contacting clients. I check what exactly the company and the contact person do. I follow him on social media for some time. I try to get to know the client and his needs virtually and then make the first contact. If the client deals with an industry in which I do not have the relevant knowledge, I first try to learn about it to better understand the client.
Which moment in your professional life do you think has been a turning point for
you and why?
I think I am in the middle of such a breakthrough – this interview is proof of that. This is of course a process that in my case has been going on since 2018. A lot has changed in my life since then and continues to change. I am looking for my professional path again, I am interested in many businesses and technological aspects, I meet many interesting people and join in various discussions.
Once I had a dream to retire at the age of 40. However, I could not define what this pension would mean so far? Today I know that it is not about doing nothing, but about doing what I feel best and most comfortable in because only then you can live your life and treat each day like a micro-retirement (as Tim Ferris described in his book “4-hour workweek”). I think I am well on my way to achieving this goal.
What kind of hobbies do you have? Do they in anyway reflect on you being in
My biggest hobbies are travel and food in places I visit. I’ve been to many places around the world: Asia, USA, many European countries and I think that getting to know the culture of other countries gives me the greatest satisfaction. I love spending time with my family, reading business books, and playing sports (running, cycling, squash). Recently, digital marketing has also drawn me very much and I also devote a lot of private time to exploring it.
Marcin, we wish you all the very best from Team Technocrat Inc.