I think this advice is very dependent on the situation. There are many cases where you will not even get your foot in the door if you advertise the true team/company size.
At least for myself, I've only experienced shock/surprise when people find out the size of my company (1), this normally happens either never or late/after the sale. I'm sure the software-buying process in an org is always a challenge, but my product replaces a in-person-only/physical-only workflow so there are, understandably, some people who are nervous/apprehensive about the change to software. Injecting any extra uncertainty based on company size/sales into process seems unwise.
I _never_ lie but I also don't start the sales pitch with "Hi, I'm a 1-person company with X previous sales".
At least for myself, I've only experienced shock/surprise when people find out the size of my company (1), this normally happens either never or late/after the sale. I'm sure the software-buying process in an org is always a challenge, but my product replaces a in-person-only/physical-only workflow so there are, understandably, some people who are nervous/apprehensive about the change to software. Injecting any extra uncertainty based on company size/sales into process seems unwise.
I _never_ lie but I also don't start the sales pitch with "Hi, I'm a 1-person company with X previous sales".