The key to a strong nurturing series is not just sending the right content, but sending the right content to the right people. To start out, find a few criteria (can be demographics, personas, behaviors on your website) that define distinct segments of your audience.

For a nurturing sequence, some good bets would be to segment based on:
- your specific product/service in which they've expressed interest
- their role at their organization or in their household
- their strongest motivators
- their biggest challenges

Once you've mapped out a few different segments to address, determine what content would make the most sense for each segment, and customize your nurturing content to their interests/needs. So for example, if you're creating a sequence for folks who have only visited your website once, you'll want to send them some helpful content to provide value & build trust. On the other hand, if you're nurturing folks who have been to your pricing page, it's okay to dive in and show them case studies, find out if they want to talk to a sales rep, etc.

Happy to help you think through your specific strategy in greater detail if you'd like. Good luck!