This Tweet from Robby Macdonell links to this post which links to this post and this post by Andy Raskin.
Raskin is really talking about selling b2b software to businesses, and it's dated, but for selling solutions:
- First state how the world has changed, and how current solutions are not working
- State how adapting to change will be a win, and not adapting to change will be a loss
- Describe the promised land, without your solution
- Introduce features as "magic gifts" for reaching the promised land
- Provide evidence of your ability to deliver those gifts
This seems a bit tired (as in, it seems to be a very common approach now), but still valuable.