My previous company was like this, and it boggles the mind.

Sales is so focused on their experience that they completely discount what the customer wants. Senior management wants what's best for sales & the bottom line, so they go along with it. Meanwhile, as a prospective customer I would never spend a minute evaluating our product if it means having to call sales to get a demo & a price quote.

My team was focused on an effort to implement self-service onboarding -- that is, allowing users to demo our SaaS product (with various limitations in place) & buy it (if so desired) without the involvement in sales. We made a lot of progress in the year that I was there, but ultimately our team got shutdown & the company was ready to revert back to sales-led onboarding. Last I heard, the CEO "left" & 25% of the company was laid off; teams had been "pivoting" every which way in the year since I'd been let go, as senior management tried to figure out what might help them get more traction in their market.

My current employer offers three tiers of licensing with clearly articulated prices & benefits (the lowest of which is free), but also offers a "Custom - let's talk" option because the reality is that sometimes customer situations are complicated and bespoke contracts make sense, but at least the published pricing provides directional guidance heading into a discussion. I think this is reasonable.