There's a temptation for sales professionals from smaller companies to 
pretend to be bigger than they are. What I mean by that is that they put all their energy into "proving" that they're just as good, just as big, just as worthy as their larger competitor.
Here's my advice: Don't do it. In fact, do the exact opposite. Stress the fact that you're new. Stress the fact that you're small. Stress the fact that you're "the underdog".
Why? America loves honest underdogs. We automatically root for the underdogs...we pull for them. It's no different in sales if your products and services are equal to those of a larger competitor.
Being the underdog "little guy" in a selling situation isn't necessarily a bad thing.
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