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She Sells He Sells

She Sells He Sells

Von: Krista and Brian Demcher
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 Most people think selling is something you do at work, but Krista and Brian Demcher have spent nearly three decades proving otherwise - in corporate sales rooms, entrepreneurial ventures, and over 25 years of marriage and raising a family, which is honestly where the real persuasion happens. Every week on this sales and communication podcast, they bring one bold idea worth buying and walk you through the story behind it, the case for it, and the pushback against it - so by the end, you don't just know where you stand, you understand exactly how you got there. Think of it as a persuasion and storytelling masterclass disguised as a really good conversation. Because a good idea is only as good as your ability to sell it! Sales skills are life skills...and this show is where you learn them. New episodes every Monday.2026 Marketing & Vertrieb Persönliche Entwicklung Persönlicher Erfolg Ökonomie
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  • 201. Fake It Til You Make It Is Amazing Advice

    201. Fake It Til You Make It Is Amazing Advice
    Apr 6 2026
    Fake it till you make it is amazing advice. Krista Demcher is here to make that case — and she's bringing Nike, Taylor Swift, and brain science to the table. In Episode 201 of She Sells He Sells: Ideas Worth Buying, Krista flips the script on Brian's argument from last episode and pitches fake it till you make it as one of the most powerful permission slips in the personal development toolbox. It's not a fraud strategy. It's not a character flaw. It's a six-word reminder that ready is a decision, not a feeling. Krista starts where she knows best: the origin story of this podcast. Back in 2018, she and Brian were doing Facebook Lives about sales and storytelling. People kept telling them they should start a podcast. And they kept saying no — because they didn't know how. They weren't ready, so they faked it. They told people they were starting a podcast before they knew what that meant, sat down in front of two mics on a table in a room they called Studio D, and figured it out as they went. Episode 201 is proof it worked. From there, Krista makes the connection to Nike. The slogan "Just Do It" — responsible for driving Nike from $877 million to $9.2 billion in revenue over a decade — was written the night before the pitch meeting by Dan Wieden of Wieden+Kennedy. He walked into that room faking his confidence. Fake it till you make it and Just Do It, Krista argues, are in the same category. She also brings in Taylor Swift's anthem "I Can Do It With a Broken Heart" from The Tortured Poets Department — a song that uses the phrase verbatim and has become an anthem for millions. The science backs her up too. Self-talk builds neural pathways. When you tell yourself you're capable before you feel capable, your brain starts building the circuitry to match. Krista walks through what goes through her head before she steps on stage to give a keynote — because faking confidence isn't dishonest, it's how you act your way into a new way of feeling. The stakes are real. Bronnie Ware, a palliative care nurse who wrote The Top Five Regrets of the Dying, found that the number one regret of people at the end of their lives was not having the courage to go after what they really wanted. A Cornell University study found that 76% of people's biggest regret is not fulfilling their ideal self. For Krista, fake it till you make it is the antidote to ending up in that 76%. Brian isn't convinced without a fight. He comes in with four pointed questions about ambiguity, a reference to Switch by Chip and Dan Heath, and a standing objection from last week. Krista has answers for all of them. This is the She Sells episode in the rebrand of She Sells He Sells — and Krista makes her case with the same confidence she's been faking since 2018. IN THIS EPISODE [0:00] Intro: Krista previews her case, explains the 5 S's, and gives you the roadmap for today's episode — including the part she wants you to sit with [3:10] Krista's sell: fake it till you make it is amazing advice — and it is just not that deep [4:00] The setup: it's a six-word permission slip, not a fraud strategy — and anyone who disagrees is yucking the yum [5:18] The Story: back to 2018. How Krista and Brian went from Facebook Live to 200+ episodes as podcast hosts — scared, unprepared, and faking it from day one [9:00] What Studio D looked like at the beginning, why they told people they were starting a podcast before they knew how, and what happened when they showed up anyway [10:53] The Nike connection: the real origin story of "Just Do It" — and why Dan Wieden walking into that pitch meeting sounds a lot like fake it till you make it [13:03] Taylor Swift's anthem: why I Can Do It With a Broken Heart is fake it till you make it in three minutes and forty seconds — and what that song is actually about [16:22] Brian plants a seed: Switch by Chip and Dan Heath, the food pyramid, and why vague advice doesn't drive change (or does it?) [17:01] Brain science: self-talk builds neural pathways. What you tell yourself before you walk into the room changes what happens in the room. [17:21] The keynote example: what actually goes through Krista's head before stepping on stage — and why faking confidence isn't just okay, it's sometimes the whole point [19:40] The Stakes: the Top 5 Regrets of the Dying (Bronnie Ware) and the Cornell study that found 76% of people's biggest regret is not fulfilling their ideal self [22:00] Brian's four-question challenge: is fake it till you make it too ambiguous to be effective advice? [26:00] Krista's close: context matters, ready is a decision not a feeling, and nobody is going to prison [27:27] Faking it in marriage, parenting, and every other role that comes with no instruction manual [32:19] The vote: do you buy it? KEY QUOTE "Ready is a decision, not a feeling." MENTIONED IN THIS EPISODE Switch by Chip and Dan Heath Nike's "Just Do It" — origin story of the slogan (Dan Wieden, Wieden+...
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    33 Min.
  • 200. Fake It Til You Make It Is Terrible Advice

    200. Fake It Til You Make It Is Terrible Advice
    Apr 6 2026

    Fake it till you make it is terrible advice. That's the argument Brian Demcher is making in this episode of She Sells He Sells — and he's got a billion-dollar case study to back it up.

    In the relaunch episode of She Sells He Sells: Ideas Worth Buying, Brian makes a bold pitch: the phrase "fake it till you make it" isn't just overrated career advice — it's a mindset that quietly chips away at your integrity, your reputation, and your results. And Krista Demcher? She's not buying it. At least not at first.

    Brian traces the idea back to one of the most infamous business collapses in recent history: Theranos. Founded in 2003 by Elizabeth Holmes, the company raised $1.3 billion across 11 funding rounds on a premise her own professor told her was scientifically impossible. Holmes modeled her appearance, her voice, even her wardrobe after Steve Jobs — performing the part of a visionary while knowingly building on a lie. She ended up in federal prison.

    Is that the extreme end? Sure. But Brian argues that fake it till you make it sets a dangerous precedent for how we think about confidence, career growth, and personal integrity — especially for people just starting out who are already battling self-doubt and imposter syndrome.

    The alternative? Lean into your why, not your lie. That means building real confidence through hard work, purpose, and authenticity — not performing a version of yourself you haven't earned yet. Brian walks through why integrity, honesty, and a clear sense of purpose are the actual foundations of a sustainable career, and why Franklin Covey's four pillars of credibility (integrity, purpose, capabilities, results) don't leave any room for the word "fake."

    Krista brings the debate. She makes the case that not everything fake is bad — lab-grown diamonds, anyone? — and pushes back on whether Brian is taking a simple mantra way too seriously. Their conversation covers reputation management in the modern career landscape, the unrealistic timelines fake it till you make it sets for people, and what it actually looks like when someone builds a career on honesty and work ethic instead of performance.

    By the end, both hosts agree on more than they expect. But the verdict on the phrase itself? That's up to you.

    This is Episode 200 of She Sells He Sells — the first episode of the rebrand — and it kicks off with the debate that's been living in the Demcher household for years. Tune in next week for Episode 201, where Krista argues the other side.

    IN THIS EPISODE
    [0:00] Intro: Krista explains the 5 S's framework and previews what Brian is selling today — and where to listen for the good stuff
    [2:10] Welcome back to the rebrand — Brian states his sell and Krista tells him immediately she's not buying it
    [3:37] The Story begins: a startup founded in Palo Alto in 2003 raises $1.3 billion across 11 funding rounds and 300+ investors. Then it all falls apart. The Theranos and Elizabeth Holmes story.
    [8:22] Krista pushes back: is this actually fake it till you make it, or is it fraud — and does it matter?
    [9:57] The Solution: integrity, honesty, purpose, and passion — and the phrase Brian came up with: "Lean into your why, not your lie."
    [12:24] The debate gets interesting: Krista makes the case that fake isn't always bad. Lab-grown diamonds, a #1 Dad trophy, and a hypothetical fake Rolex walk into the argument.
    [16:51] The Stakes: your reputation is everything in the modern professional world — and fake it till you make it chips away at the one thing you can't buy back
    [21:17] What success actually looks like: a strong sense of self, less pressure, and a reminder from the smartest person Brian knows — "real beats perfect every single time"
    [25:43] The close: do you buy it? Cast your vote.

    KEY QUOTE
    "Lean into your why, not your lie."

    MENTIONED IN THIS EPISODE
    Theranos and Elizabeth Holmes
    Franklin Covey's Four Pillars of Credibility: integrity, purpose, capabilities, results
    "Real beats perfect every single time" — Krista Demcher

    DON'T MISS EPISODE 201
    Krista flips it. Same topic, completely different verdict. You'll want both sides before you vote.

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    Connect with us:

    📸 Instagram: @SheSellsHeSellsPodcast
    ▶️ YouTube: She Sells He Sells Podcast
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    30 Min.
  • She Sells He Sells is Back: The Ideas Worth Buying Trailer

    She Sells He Sells is Back: The Ideas Worth Buying Trailer
    Mar 30 2026

    After 199 episodes, we took a break. We asked hard questions about what this show was really supposed to be. And we came back with an answer:

    She Sells He Sells: Ideas Worth Buying is back on April 6th, and it's a whole new show!

    Every episode, we bring you one bold, defensible idea wrapped in sales, communication, and persuasion skills - the ones that actually move people. It might be something you've never considered before, or something you've always believed but never heard argued this well.

    We're talking goal setting keeping you stuck, kids under 16 and social media, whether Daniel LaRusso was actually the villain in Karate Kid, and more!

    Bold ideas, real conversation, and a persuasion framework that's going to rewire how you communicate - in your business, your relationships, your life.

    Because sales skills are life skills, and we're ready to prove it.

    Subscribe now, drop a review if you're excited, and we'll see you April 6th!

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    Connect with us:

    📸 Instagram: @SheSellsHeSellsPodcast
    ▶️ YouTube: She Sells He Sells Podcast
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    6 Min.
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