Blog

Notes from the field. Not from the textbook.

Practical writing on sales systems, forecasting, and entering new markets across Europe and the Gulf. Everything here comes from deals I have actually worked, in the markets I write about.

Gulf market entry · Pillar guide

How to enter the UAE market as a B2B tech company. Without losing a year learning it the hard way.

Who really makes buying decisions in the UAE, how Gulf sales differs from Europe, whether you need local presence, and the mistakes that cost companies a year.

Alicja Szaraniec · 20 July 2026 · 7 min read

Read the guide
Fragmenty artykułu Alicji Szaraniec o ekspansji na rynki ZEA i GCC na trade.gov.pl
Po polsku · Ekspansja ZEA i GCC · W prasie

Większość europejskich firm planujących sprzedaż do ZEA przygotowuje się na… niewłaściwego klienta.

Kto naprawdę siedzi przy stole na rynkach GCC, dlaczego europejskie strategie sprzedażowe tam zawodzą, i mój artykuł napisany we współpracy z PAIH dla trade.gov.pl.

Alicja Szaraniec · 20 lipca 2026 · 3 min czytania

Przeczytaj artykuł
Selling into the US

The forecast is a promise. Not a hope.

What American deal reviews taught me about honest pipelines. Most pipelines don't fail because the deals are bad. They fail because nobody asked the uncomfortable question early enough.

Alicja Szaraniec · 20 July 2026 · 2 min read

Read the article
Alicja Szaraniec next to the headline: the handshake gets you in the room, it doesn't run the company
Market entry & sales systems

The handshake gets you in the room. It doesn't run the company.

Five things old-school sales gets wrong about modern tech. Why the relationship gets you the first deal in a new market, and a system is what makes the market repeatable.

Alicja Szaraniec · 20 July 2026 · 6 min read

Read the article