It just depends, there's no rule of thumb for it (although there are obviously wrong cases). For example,you provide SaaS which is applicable to a wide audienc

It just depends, there's no rule of thumb for it (although there are obviously wrong cases). For example,you provide SaaS which is applicable to a wide audience, from personal account and tiny teams, to large companies. It's totally fine then to have public pricing for smaller use cases but need to get in touch with sales person to get a larger plan. In this case, your needs probably don't match typical plans (you need a lot of X, and no Y), and the amount of money is big enough to be negotiable. That's cool, since you don't buy these things willie nillie every few days. Speaking of salesmen themselves, it varies a lot from my experience. Some will send you 10 emails during 14 days trial with live demos and trying to arrange a call and shit I don' care about. They do nothing at all to make the sale happen, just annoy a lot. While others just ask for your needs, ask a few questions for clarifications and about potentials needs and give a quote, not trying to arrange pointless calls. I have no problem with this kind of salesmen.