Farmingdale, N.Y.

Ever wonder if your B-to-B mail will make it to the right person? If you are targeting businesses, especially mid- to large-sized companies, that mailing is likely to face the B-to-B gatekeeper, an employee who receives and sorts the company's mail and decides which pieces warrant attention from the boss or decision maker.

Ever wonder what happens to your B-to-B mail? Will it make it to the right person? If you are targeting businesses, especially mid- to large-sized companies, your mailing is likely to face the B-to-B gatekeeper, an employee who receives and sorts a company’s mail and decides which pieces warrant attention from the boss or decision maker. “If you watch them at their jobs, you know they sort the mail pretty quickly,” says Bob Bly, copywriter and author of “The White Paper Marketing Handbook.” A gatekeeper will screen about 80 percent of B-to-B marketing mail, says Greg Demetriou, president of Farmingdale, N.Y.–based American Mail Communications.

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