SaaS Sales: What happens when someone clicks "contact us" on your pricing page?

Almost every B2B SaaS product has one pricing column that says: "Contact Us"
It's usually at this point where a prospect/lead goes into the sales cycle for a more custom or higher ticket solution. I'm curious about how organizations manage their inbound prospects for these leads once they reach out. Does this workflow seem to make sense:

Lead fills out a form
Sales team is sent the lead
Sales team schedules call w. lead
Sales team creates a proposal for lead
Sales team calls or meets w. lead to discuss proposal
Lead goes internal for selling the product/solution
Lead advises on next steps with sales team

If the above is CORRECT -- I'd love to hear a bit more about the process. How often do leads fall off in terms of the funnel and at what point? Do you offer pricing options in the proposal or one set price? Does pricing get brought up on the first call? Do you present pricing electronically (email or pdf) or via a call? Do you create proposals from scratch? What tools are typically used throughout this experience?