Mariusz Lach

Enigma
DISC Type : Dci

Head of Warsaw Business Unit at Scalo

Warsaw, Mazowieckie, Poland

Overview

Mariusz Lach is the Head of the Warsaw Business Unit at Scalo, specializing in scaling IT services companies. With a background from the University of Warsaw, he is an expert in go-to-market strategies and sales leadership. Colleagues describe him as a forward-thinking and proactive leader.

Outside of his primary role, Mariusz is an entrepreneur who co-founded a sales training consultancy. He shows a keen interest in leadership psychology and is passionate about enhancing customer experience, drawing from personal anecdotes to highlight its importance in business.

Unique fact: Mariusz founded his own successful sales consulting firm, ML Sales Consulting, where he also served as the leading trainer.

Personality Overview

Persuasive & Assertive

Challenger

Friendly Yet Blunt

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

IT Services Growth
His entire career, including his current role at Scalo, is focused on developing strategies to scale revenue and market presence for IT service companies.
Sales Leadership
He has a long history of building and mentoring high-performing sales teams and even founded his own sales training and consulting company.
Future of AI
He recently shared insights from Gartner about how AI, cloud, and data sovereignty will be the central nervous system of business competitiveness by 2030.

Media Appearances

Mariusz has no verified media appearances

Work History

4-2025
Head of Warsaw Business Unit at Scalo
3-2019
Company Owner & Leading Trainer at ML Sales Consulting
1-2024 - 3-2025
Senior Business & Branch Manager at ALTEN
9-2022 - 12-2023
Managing Partner / Country Manager at IT Lumier
1-2020 - 8-2022
Business Unit Manager at Avenga

Education

2018 - 2019
Postgraduate Studies from University of Warsaw
2013 - 2015
Master's degree from University of Warsaw

More Information

Social Presence :

Prographics :

Exp : 6 Location : Warsaw, Mazowieckie, Poland Job Level : Mid-senior Designation : Head of Warsaw Business Unit at Scalo
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Insights For Selling To Mariusz

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked

DONT's

  • Don’t rely excessively on your relationship with them to win the deal even if you come to form one
  • Avoid making offhand commitments, understand the root of their concerns first
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mariusz is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Mariusz

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Mariusz move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Mariusz take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Mariusz

Personality Compatibility


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