Driving Seller Behavior Change, with Delainey Kirkwood

Your sales strategy may be a work of art, but the most brilliant
plan means nothing if sellers won’t execute. In this episode of
the Gartner Sales Podcast, Betsy and Billy talk to Gartner Sr.
Research Specialist Delainey Kirkwood, discussing how CSOs can
drive effective seller behavior change and measure enablement’s
impact in their organizations.


Delainey Kirkwood is a Senior Research Specialist in Gartner's
Sales Research Practice. In her current role, Delainey creates
and communicates insights and tools focused on addressing the
mission-critical priorities of sales enablement leaders,
particularly on the topics of revenue enablement and behavior
change. Delainey is the managing editor of Gartner's Chief Sales
Officer Quarterly. Delainey is a graduate of UNC-Chapel Hill and
she began her career in manufacturing operations. She has been
with Gartner for three years.