3. Rethink Your Sales Approach

When IT Weapons hit a lull about six-and-a-half years ago, Garner fired two of the company's least productive salespeople and spent the money on spiffing up IT Weapons' headquarters.

Prospective clients are taken on a tour of IT Weapons' 37,000-square-foot headquarters to help them better understand the tools and capabilities of the MSP. For at least 45 minutes, they are shown a 22-foot mural illustrating all of the services IT Weapons can provide, as well as two giant walls displaying every certification held by every member of the IT Weapons technical and sales teams.

The qualification process is done after the tour, and prospective clients are given an approximate price quote before they leave.

"We have a 99.9-percent close rate if somebody tours the building," Garner said.